Map the Maze
Map the Maze
Sala Sihombing
How can I close the last gap in negotiations?
17 minutes Posted Jan 18, 2021 at 1:00 am.
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Show notes

In some negotiations, the parties may reach a point of where it seems that there is no energy or creativity left to settle the last issue. This can be caused by:

•the cumulative effect of their concessions can overwhelm the parties 

•a party may feel ambivalence about ending the and that feeling may prevent them from coming up with a solution

John Wade wrote a fascinating article, "The Last Gap in Negotiations: Why is it important? How can it be crossed?" and suggested multiple ways to close the last gap including:

  • flipping a coin
  • splitting the difference
  • transferring the gap to a third party
  • expanding the pie
  • selling the item and splitting proceeds
  • and more

Nothing in this podcast is intended to be legal, financial or mental health advice.  You should always consult a professional for advice in relation to your specific circumstances.