英语商务谈判课件Lecture.pptVIP

Business Negotiation Lecture 11 Ways of Breaking an Impasse CONTENTS Causes of impasse How to handle impasse Conquer the fear of impasse Avoid provocation Don’t make things worse Other means of dispute handling Causes of impasse Question: What can cause the impasse in the negotiation? A. Divergent objectives B. Communication Barrier C. Different culture D. Personnel’s Quality of Negotiations Causes of impasse Both party have widely divergent objectives One party mistakes firmness for rigidity and will not make concessions One party uses impasse as a deliberate tactic during a negotiation to