When dealing with a counterpart who won’t give us what we want, we tend
to write him off as difficult or irrational. Yet negotiation scholars point out that
few people are truly irrational. Rather, there are times when each of us has
motivations that others have trouble identifying. Before you walk away from the
table—or, even worse, make a concession that you know won’t be reciprocated—consider spending some time exploring the possible motivations behind your counterpart’s obstinance.
Article Courtesy of the Harvard Program on Negotiation