Deadlock Breaking and Concession Making

Prof. Patrick Kim Cheng Low ()
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Prof. Patrick Kim Cheng Low: Universiti Brunei Darussalam

Chapter Chapter 10 in Successfully Negotiating in Asia, 2010, pp 163-171 from Springer

Abstract: Abstract Deadlocks are frequently faced in negotiations. Why? Because both parties have not had have 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: Price Issue; Credit Period; Complex Negotiation; Extended Warranty; Price Concession (search for similar items in EconPapers)
Date: 2010
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-642-04676-6_10

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DOI: 10.1007/978-3-642-04676-6_10

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