Negotiators can find themselves talking past each other for hours, even days. Then suddenly something happens – a breakthrough. The parties begin conversing on a different plane, one that reveals solutions to problems that had seemed intractable.
… Read Speaking the Same Language 
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analysis of negotiation
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Looking for a Breakthrough
Adapted from “Speaking the Same Language,” first published in the Negotiation newsletter.
Negotiators can find themselves talking past each other for hours, even days. Then suddenly something happens–a breakthrough. The parties begin conversing on a different plane, one that reveals solutions to problems that had seemed intractable.
Professor Linda Putnam, a communications scholar at Texas A&M University, … Read Looking for a Breakthrough