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Contribution to Book
Crossing the Last Gap
Law Faculty Publications
  • John Wade, Bond University
Date of this Version
1-1-2006
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.
To order this publication and view this submission contact the American Bar Association

2006 HERDC submission
Abstract

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.

Citation Information
John Wade. "Crossing the Last Gap" (2006)
Available at: http://works.bepress.com/john_wade/17/