Deadlock Breaking and Concession Making

Kim Cheng Patrick Low
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Kim Cheng Patrick Low: University of the South Pacific

Chapter 10 in Successfully Negotiating in Asia, 2020, pp 229-239 from Springer

Abstract: Abstract Deadlocks are frequently faced in negotiations. Why? Because both parties have not had their key needs met. They are not happy. Both parties are stuck on the content; they did not get their content (what they set out to get in the first place). As their first step, successful negotiators often accurately identify the needs of their other party (OP) that are not being met.

Keywords: Concession; Concession-making principles; Deadlocks; Expense; Malaysia; RE-SCREAM; Steam (search for similar items in EconPapers)
Date: 2020
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DOI: 10.1007/978-3-030-48655-6_10

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