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Negotiators: Prepare for an impasse

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If you’re heading into a tough negotiating session, prepare a list of side issues that merit attention. That way, if you butt heads about the primary issue, you can keep cool and ask, “Why don’t we set that aside and go over some other matters?” Then you can suggest two or three relatively safe, minor issues that you can agree on. This will help both of you regain momentum so you can return to the more difficult sticking points in a better frame of mind.

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