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Be aware of the difference between an impasse, a stalemate, and a deadlock. In a stalemate, both sides still want to find a solution, but neither can see a way to move forward.
In a stalemate, change the dynamics of the negotiation by altering one of the elements.
Here are some things that you can do, other than changing the monetary amount involved:
- Change the people in the negotiating team.
- Remove a member who may have irritated the other side.
- Change the venue.
- Ease the tension by talking about their hobbies, etc.
- Explore the possibility of a change in the way you will be compensated.
- Discuss methods of sharing the risk with the other side.
- Try changing the ambiance in the negotiating room.
- Try agreeing to a method of arbitrating any dispute should it become a problem in the future.