37. Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain

leverage or put pressure on the other party to make concessions.

38. Replacing an aggressive member of the negotiating team with a quieter member, temporarily or

permanently, can signal the other party that one is also willing to change the substance of the

negotiation.

39. Role reversal gives the negotiator an opportunity to explore how some planned action may affect the

relationship.

40. Negotiators should not tell the other party that they are aware of what he or she is doing when they use

hard tactics.

41. When emotions run wild, they can be detrimental to the process, distorting perceptions and diverting

attention from the real issues.

42. The involvement of third parties signals that the negotiation process has stalled.

43. As mediators involve the parties in more joint problem solving, disputant hostility, especially with regard

to intangible issues, seems to increase.

44. Negotiation is an integral part of daily life and the opportunities to negotiate surround us.

45. Integrative skills are called for in the value claiming stage and distributive skills are useful in value

creation.

46. Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and

behavior.

47. Negotiators need to work to prevent the other party from capturing a loose coalition for their purposes.

48. For negotiators to remain sharp, they need to continue to practice the art and science of negotiation

regularly.

49. On the other hand, negotiators who do not believe anything that the other party tells them will have a

very difficult time reaching an agreement.

50. The best negotiators do not take time to analyze each negotiation after it has concluded.