Title

The last gap in negotiations - why is it important? how can it be crossed?

Date of this Version

January 1994

Document Type

Journal Article

Publication Details

Interim status: Citation only

Wade, John (1994). The last gap in negotiations - why is it important? how can it be crossed? Australian Dispute Resolution Journal , Vol. 6, Iss. 2, pp. 92-112.

The Australian Dispute Resolution Journal is now titled the Australasian Dispute Resolution Journal.

Abstract

This paper discusses some basic principles concerning negotiation, including preparation for negotiation, negotiation styles, opening offers, the stages of negotiation and strategies and ethics. The last gap in negotiation is the step necessary to reach an agreement between the negotiating parties. This paper also addresses the importance of the last gap, whether the last gap be avoided, how to cross the last gap in negotiations, and available options for crossing the last gap in negotiations.

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