Which techniques are typically used by international counterparties in Italy to overcome what appears to be an insurmountable obstacle?

Relaxing the tempo is a good technique, adjourning meetings in such a way to allow the parties to further review the applicable rules and/or reflect on alternative solutions. They can then come back to the negotiation table with a proactive and constructive approach, in order to overcome the obstacle and reach a mutually acceptable and satisfactory solution.

Assigning the resolution of specific business issues to the representatives of the parties, while allowing them to meet face-to-face and discuss the matters from a business standpoint without interference by the legal counsels, is also a good idea.

We also advocate the creation of separate groups of negotiating people, allowing each committee to address and face the specific issues of the transaction connected to their expertise.

Taken from the publication ‘Overcoming Barriers to Win-Win Smoothing the deal process’ – view or download here.