We can dissolve many impasses by first knowing what we will do if we can’t come to an agreement (so we can proceed without fear of making a bad agreement). Next we ask questions to understand how they will know that they have reached a winning agreement with us. Then we ask them to understand what a win would look like for us. Finally we work with them to answer the question, “What are all the things we can do to create both the wins they need and the wins we need?”
Sprinkle some goodwill, add a dash of trust, toss in some sincere desire and you have a recipe for agreement.
In your corner,