Managing Difficult Negotiations: Individual Approaches

SUMMARY

The chapter focuses on managing difficult negotiations by individual approaches. It explores five major strategies that negotiators could use to attempt to resolve a dispute on their own. The tools are broad in function and application and represent self-help for negotiators in dealing with stalled or problematic exchanges. None of these methods is panacea and each should be chosen and applied with sensitivity to the needs and limitations of the situations and of the negotiators