Negotiating an impasse
By Mark Tosczak

1. If you hear someone say "no," ask questions that help you to understand what specific elements of the deal are a problem and which are most important. By listening to the answer, you can often figure out what the underlying goals and needs are.
2. If the negotiation reaches a standstill, sometimes negotiating impasses can be broken by broadening the discussion and adding issues to the mix to identify or create new options that may be more acceptable to the various parties involved.
3. When determining how powerful you are, ask yourself if you can offer something the other side needs. If you can, you have power. If you can't, you've got no leverage.
4. Before walking away, ask yourself: What's the alternative? If you don't have an alternative, develop one before you walk away.
5. Remember GILS: goals, information, leverage, strategy. Figure out what your goals are and what the other party's goals are. Plan your negotiation from there.