CRITICAL MOMENTS

Introduction

This unit examines difficult moments that can arise at any point in a negotiation. Handling them well can spell the difference between deal and deadlock. That’s true in any negotiation—a big business deal or an everyday transaction, like renting an apartment or buying a used car.

As with the units on Openings and Closings, this one is made up of modules of varying length. We’ve suggested a pathway, but depending on your interests you can read them in any order you please. Each module suggests others that address related issues at the bottom of its page. Each also has interactive features and most have a video element, as well.

We hope you enjoy exploring this unit and that what you learn will help you negotiate successfully.