An Introduction to the Study of Impasse Handling Strategies in Business Negotiations

Abstract

In the protracted business negotiations will often encounter such a situation, the negotiations into a substantive meaning of the consultation stage, the negotiating parties due to the temporary irreconcilable contradictions and the formation of the confrontation seems to have reached the point where the two sides can no longer concessions, and each other to form a serious disagreement and confrontation, the negotiations can not be carried out, the negotiation of such a situation that is referred to as the negotiation of impasse, resulting in situations such as mutual suspicion, differences of opinion, heated arguments, which is more common in the fight for the interests of the competition. This kind of negotiation is called "negotiation impasse", resulting in such situations as mutual suspicion, differences of opinion, heated arguments, which is more common in the fight for the interests of the competition. However, if these issues are not handled properly, the negotiating parties are unable to shorten the distance between them, which will directly hinder the negotiation work. This article mainly focuses on the reasons for the formation of deadlock, the principle of avoiding deadlock, and the methods and techniques of resolving deadlock.