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Break the stalemate

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Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!

In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.

Over the next 132 days, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

59 Impasse

There are four ways to resolve an impasse in a negotiation between you and the other party:

  1. One party gives way. This is accomplished through great negotiating skills, or because one party has great leverage (a huge “stick”) over the other party and is willing to use it forcefully.
  2. Both parties agree to disagree, and call off the negotiation with civility and mutual accord.
  3. The impasse escalates into an ugly, counterproductive conflict that ruptures the relationship, and can even become personally or professionally damaging.
  4. The parties agree to call in a mutually acceptable third party, to mediate the “sticky” point, with both parties agreeing that the mediator’s ruling shall be fully binding on both parties.

While it has its pros and cons, mediation does put both parties on relatively equal footing in neutral territory, and is generally the best option when two parties are bogged down in mistrust, or simply unable to resolve an impasse and move forward. Mediation can resolve an impasse whether or not the personal or professional relationship between two parties is salvageable. The costs of such mediation should be borne equally by both parties, unless there are compelling reasons to do otherwise.

In any mediation, a great negotiator is still negotiating, now with the independent mediator, as well as the other party.


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