Negotiation Impasses: Types, Causes, and Resolutions

Although impasses are frequently experienced by negotiators, featured in newspaper articles, and reflected online searches can be costly, negotiation scholarship does not appear to consider them seriously as phenomena worth explaining. A review of tasks study reveals that they bias negotiators toward agreement. We systematically organize past findings on integrate the impasse type, cause, resolution model (ITCR model). Our fundamental assumption is a positive bargaining zone imply symmetric preferences for an One or both may prefer over agreement despite zone. argue it beneficial management research distinguish between three types: If perceive benefit from impasse, wanted; if one negotiator perceives benefits forced; do unwanted. structural (e.g., zone, communication channels), interpersonal tough tactics, emotions), intrapersonal biases, available information, framing) factors likely antecedents types. also examine evidence suggests wanted resolved changing structure parties, forced through persuasion, unwanted overcome debiasing parties. Finally, we current methodological guidance provide updated recommendations how scholars should deal with designs data analyses.