Answer: The negotiations between the management and the union members of a telecommunications company have been going on for four months. However, both parties are unable to agree on a contract. They now feel that reaching an agreement is not imminent. In this case, the management and the union members have reached an impasse.
Explanation:
An impasse can be given by the lack of clarity in interests, objectives and claims. However, these previous actions of hardness and lack of clarity, can provoke in the opponent the reciprocity in the behaviors, which is achieved, ultimately, an escalation of the conflict and a stagnation very difficult to solve. If an integrative negotiation is desired, both parties must remove that desire to compete and make clear and sincere use of the information.
They can, for example, call a mediator, concentrate the negotiation on the important points, postponing some difficult parts of the agreement to renegotiate them later when more information is available, add options related to the deal, among others.
