“Handling Stalemates” Please respond to the following:Choose two (2) key benefits you believe result from reorganizing or changing the members on a negotiating team. Examine the major effect that the substitution of members could have when teams are at a stalemate during in the negotiation process.Determine the main reasons why changing the location of the negotiation talks can end a stalemate that has occurred during the negotiation process, as described in Chapter 11 of the text. Provide at least two (2) examples of stalemate resolution through location change to support your rationale.Contracting and Purchasing Negotiation
Techniques
BUS 340
Mid-Negotiation Tactics
Topics
• Handling Stalemates
• Handling Deadlocks
• Using the Trade-Off Gambit
Handling Stalemates
• Overcoming barriers
• Change People on your Team
Handling Stalemates, Continued
• Change Venue
– location
– timing
• Change topic
– methods
Handling Deadlocks
• 3rd Party Entrance
• Mediate the parties
• Mediator acts from a position of neutrality
Using the Trade-Off Gambit
• This for that
• Do not be specific
• Nail down the offer
– Be specific
– Be up-front
– Fulfill your obligations
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Summary
• Handling Stalemates
• Handling Deadlocks
• Using the Trade-Off Gambit
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