Problem:
You are close to reaching an agreement in a negotiation with another company regarding staggered delivery dates and an aligned release of payments plan proposed by you; however, one of the team members from the other company expresses his reluctance to accept your plan as it is and insists on modifying it. Please respond to the following:
Required:
Question 1: Describe some specific techniques that can be used to lessen the person's reluctance, thereby reducing the need for a third party to intervene and manage negotiations.
Question 2: Explain how these techniques are consistent with the rules for the negotiation process.
Question 3: Analyze, evaluate, and discuss whether it may be best to walk away from negotiations due to the above turn of events.
Note: Explain in detail.