The_Essential_Manager_s_Handbook

412 / CONDUCTING NEGOTIATIONS

Managing impasses

Dealing with many parties

Skilled and experienced negotiators expect there

to be impasses in the negotiating process. They

anticipate deadlocks and develop counteractions

to deal with them when they occur. They view an

impasse as a natural ingredient in negotiations

and do not give up easily in their attempts to reach

an agreement.

Impasses usually generate negative emotions

and sometimes deep feelings of resentment.

Prior to and during the negotiation process, you

should always be sensitive to the other party’s

concerns, feelings, and, particularly, their self-

image. Research has suggested that negotiators

have an image to uphold and that negotiations are

less likely to be successful when either or both

parties are not sensitive enough to each other’s

dignity, or “face.” You should always be mindful not

to harm the self-image of your counterpart, and this

is never more important than during critical

moments of an impasse.

Negotiations do not always conclude with an agreement. You may

encounter an impasse or a deadlock during the process. How should you

deal with a deadlock? Should you leave the negotiation table, concluding

that the process has failed, or should you encourage yourself and your

counterpart to remain at the table and keep the negotiations going?

12 %

greater profits

are achieved when

parties negotiate

over a meal

US_412-413_Managing_impasses.indd 412 30/05/16 3:07 pm