列维奇 商务谈判（第8版）IMChap17Lewicki8e.docVIP

PAGE PAGE 1 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 17 Managing Negotiation Impasses Overview The chapter is organized into three major sections. First, we discuss the nature of negotiations that are difficult to resolve. We examine the nature of impasses—what makes negotiations intractable—and discuss four elements that make negotiations difficult to resolve: the parties, the negotiation setting, the types of issues, and the conflict management process. In the second sec