"Explore resistance, mediate and design systems for prevention and resolution"
I kept reading with the nagging doubt that I will end up encountering someone in negotiating (like at the car lot!) who just won't negotiate collaboratively. Sometimes the BATNA is there, but although it is the best alternative, it is certainly not better than a good agreement. For instance, I may have a car that runs, but is not dependable so I really do need to negotiate a good deal.
Once again we turn to critically analyzing the motives behind a refusal to collaboratively solve the problem. If we can define the reason, perhaps we can persuade them to collaborate. Cloke and Goldsmith list a large number of techniques for working through an impasse. A good example is to ask why your alternative is unacceptable. Oftentimes this will reveal ulterior motives and allow for a creative solution.
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