Crossing the Last Gap

Date of this Version

January 2006

Document Type

Book Chapter

Publication Details

Wade, John H. (2006) Crossing the Last Gap, Chapter 54, pp. 467-474 taken from: Schneider, Andrea Kupfer and Honeyman, Christoper, editors, The Negotiator's Fieldbook: The Desk Reference for the Experienced Negotiator; American Bar Association, Section of Dispute Resolution, Chicago, 2006.
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2006 HERDC submission


It's three o'clock in the morning. You've been negotiating or mediating since 9 a.m. and everybody is exhausted. Each side has made more concessions that it really thinks it should have had to, and the gap between the parties has narrowed to millimeters. But there it has stuck, and will stay stuck unless you do something new. Every sophisticated negotiator or experienced mediator has a personal answer to this problem, a private stock of a few gambits, often tried and sometimes successful. But John Wade has the longest list we have ever seen, 16 techniques in all. Not one of them works all the time, but together they can materially improve your batting average. ©2006 American Bar Association.

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