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Deadlock Breaking and Concession Making

In: Successfully Negotiating in Asia

Author

Listed:
  • Prof. Patrick Kim Cheng Low

    (Universiti Brunei Darussalam
    University of South Australia)

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.

Suggested Citation

  • Prof. Patrick Kim Cheng Low, 2010. "Deadlock Breaking and Concession Making," Springer Books, in: Successfully Negotiating in Asia, chapter 0, pages 163-171, Springer.
    • Handle: RePEc:spr:sprchp:978-3-642-04676-6_10
    DOI: 10.1007/978-3-642-04676-6_10
    as

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