Section Two
Resolving Tough Negotiating Problems
This section will show you what to do when the going gets rough. In earlier chapters, you learned how to:
Handle impasses—by setting aside the major issue and creating momentum on minor issues first. (See Chapter 10.)
Handle stalemates—by changing the dynamics of the negotiation. (See Chapter 11.)
Handle deadlocks—by bringing in a mediator or an arbitrator. (See Chapter 12.)
Handle impasses—by setting aside the major issue and creating momentum on minor issues first. (See Chapter 10.) Handle stalemates—by changing the dynamics of the negotiation. (See Chapter 11.) Handle deadlocks—by bringing in a mediator or an arbitrator. (See Chapter 12.)In this section you’ll learn ...
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