Negotiating: Book smarts

Change your negotiator: You won’t reach a deal if the negotiators can’t get along. If emotions are running high, have someone else step in who doesn’t have a negative history or personality conflict with people on the other side.

Offer alternatives: Negotiators often have tunnel vision. Asking “What if we did it this way?” might open the rival negotiator’s mind to possibilities that he or she hadn’t considered.

Make minor concessions: Many deadlocks are broken if someone gives a bit of ground, especially if you’re dealing with a tough guy who has decided not to make a deal unless he wins a concession from you. —Daniel Fish