Open Access. Powered by Scholars. Published by Universities.®

Law Commons

Open Access. Powered by Scholars. Published by Universities.®

1994

Dispute Resolution and Arbitration

Bond University

Articles 1 - 1 of 1

Full-Text Articles in Law

The Last Gap In Negotiations - Why Is It Important? How Can It Be Crossed?, John Wade Jan 1994

The Last Gap In Negotiations - Why Is It Important? How Can It Be Crossed?, John Wade

John Wade

This paper discusses some basic principles concerning negotiation, including preparation for negotiation, negotiation styles, opening offers, the stages of negotiation and strategies and ethics. The last gap in negotiation is the step necessary to reach an agreement between the negotiating parties. This paper also addresses the importance of the last gap, whether the last gap be avoided, how to cross the last gap in negotiations, and available options for crossing the last gap in negotiations.