Chapter 17: Managing Negotiation Impasses

Question 1

THE NATURE OF “DIFFICULT-TO-RESOLVE”
NEGOTIATIONS AND WHY THEY OCCUR

Answer 1

• The nature of impasse
• What causes impasses and intractable negotiations?
• Characteristics of the issues
• Characteristics of the conflict resolution process
• Characteristics of the parties
• Characteristics of the negotiation setting

Question 2

Explain impasse, what kind of impasse are there? (list 2 kinds)

Answer 2

Impasse is a condition or state of the conflict in which there is no apparent quick or easy resolution
- may not always be bad or destructive, make everyone reconsider issues

Tactical impasse: parties deliberately refuse to
proceed as a way to gain leverage

 Genuine impasse: parties feel unable to move
forward without sacrificing something important

Question 3

Why do impasse perceptions differ from reality**

Answer 3

The perception of impasse can be created by an intransigent* negotiator who is looking to extract concessions from the other party – putting on an act to showing unwillingness to compromise

intransigence - refers to one who is inflexible, unwilling to compromise

Question 4

What is tractable and intractable negotiations?**

Answer 4

A negotiation becomes more tractable when it becomes easier to resolve, and intractable when it is more difficult to resolve

Question 5

What are some characteristics/factors of intractable conflicts? (list 4)

Answer 5

1. Divisiveness - extent to how conflict divides people
2. intensity - involvement, emotional commitment levels
3. Pervasiveness - extent that conflict affects social/private lives
4. Complexity - number and difficulty of issues

Question 6

Characteristics of Issue: Explain how characteristic of issues may lead to impasse in negotiations (list 2)**

Answer 6

1. How each party value differences
   - varies from minor differences to major differences in ideology, lifestyle
2. High stakes distributive bargaining
   - no zone of potential agreement to begin with
   - parties may have over inflated their negotiating positions in the beginning**

Question 7

List down the characteristics of different parties (list 5)**

Answer 7

• How one defines one’s self
• Comparing one’s self to others
• Perceptions of power
• Revenge and anger
• Conflict management styles

Question 8

“How does define one self” make negotiations difficult to resolve**

Answer 8

• insecurities and inadequacies when it come to identity
• conflict occurs when people’s identities are threatened

Question 9

“Comparing One’s self to others” make negotiations difficult to resolve**

Answer 9

 Characterization – “Who are they?”
 Blame others when things go wrong, take credit for successes

Question 10

“Perception of power” make negotiations difficult to resolve**

Answer 10

A negotiator may bargain tough because they believe they can effectively exercise coercive power

Question 11

“Revenge and Anger” make negotiations difficult to resolve**

Answer 11

• To correct injustice
  To stand up and express one’s self-worth
   To deter future occurrences of undesirable behaviors

Question 12

“Conflict management style” make negotiations difficult to resolve**

Answer 12

• impasse comes as a result from avoiding issues too soon
• parties may sometimes try to avoid conflict in different ways
  –> aggressive avoidance - intimidate others to keep them away
  –> passive avoidance - try to ignore the other
  –> passive aggressive avoidance - blaming of other parties and walking away

Avoidance through:
- claiming hopelessness
- denial
- premature problem solving
- folding early

Question 13

What are some characteristics of negotiation setting that leads to impasse. What are some of the solutions to solve these settings

Answer 13

1. Environmental setting
   - Sol: Change locations could serve as a new start
2. Relational Issues
   - Sol: Replace aggressive member can signal issue
3. Cultural Issues
   Sol: Change strategy can change attitudes

Question 14

What are some fundamental mistakes that cause impasses (list 6)**

Answer 14

• Neglecting the other side’s problem
• Too much of a focus on price
• Positions over interests
• Too much focus on common ground – over focus on pleasing other party than protecting own interests**
• Neglecting BATNAs
   One must continue to improve your BATNA (keep looking around for better BATNAs, in case current one changes in value)
   Failure might reduce one’s power in current negotiations
• Adjusting perceptions during the negotiation (flippantly and frequently)