I hate being backed into a corner. Whether it’s an employee trying to hold you hostage for a raise or an insurance adjuster standing his ground on the payment of a claim, there is a feeling of helplessness and lack of control which is enough to drive most Type A personalities crazy. This can lead to anger, resentment, and more often than not, regrettable actions.
Most business books and articles written on negotiation focus primarily on the process and reaching effective agreements in ways that support and/or enhance the relationship between parties. But what happens when those strategies are exhausted and negotiations become locked in a stalemate? Or worse, your counterpart is making unreasonable demands or requests while refusing to hear other options?