Impasse is not an obstacle, it is part of the negotiation process;
Hope that an opponent will abandon their position is usually misplaced;
Resistance to reality (including risk of loss) is never in one’s own self-interest;
The numbers being exchanged as demands and offers do not tell the whole story about the progress occurring during negotiation;
The tipping point in negotiation begins when the parties start to perceive gain instead of loss;
You cannot rush a good negotiation, and shouldn’t try.