How A Negotiator Can Manage A Multiparty Negotiation
from The Accidental Negotiator Hosted by Jim Anderson
I think that we all realize that participating in a negotiation can be a very complex undertaking. However, if you want to make things even more complicated then all you have to do is involve yourself in a multiparty negotiation. Multiparty negotiations are actually fairly common. There are three issues that make multiparty negotiations more complex than two-party talks. These issues are (1) coalition formation, (2) process-management issues, and (3) the fluctuating nature of each party’s best alternative to a negotiated agreement (BATNA). As a negotiator, if you are able to prepare for these differences in negotiating strategy, you will be well positioned to thrive in your next multiparty negotiation.
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