In any negotiation there is bound to be friction and issues that could potentially pause or even end the conversation right then, and any potential you had to close the business deal. People problems must be addressed to get beyond the impasse. Those obstacles are typically driven by perception, emotion or a misunderstanding.
A successful negotiation is one that finds fairness for both parties. Concessions will have to be considered and should have been planned prior to meeting at the negotiation table.
Infographic by the University of Notre Dame Mendoza College of Business Executive Certificate in Negotiations.