August 2006
Intermediate to advanced
304 pages
8h 20m
English
Content preview from 3-d Negotiation
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Chapter Four
Get All the Parties Right
HERE’S A PRESCRIPTION that may at first sound self-evident: start preparations for a negotiation by thinking hard about the interested parties.
Well—you may be asking—how hard can that be? Aren’t the “interested parties” just you and the other guy (or maybe your side and the other side)? If you’re buying a car, isn’t it just you and the car dealer? If you’re looking to beef up your operating budget, isn’t it just you and your boss? If you’re under pressure to save money in the procurement process, isn’t it just you and the vendor(s)?
The answer is “yes and no.” In some cases, of course, the interested parties do indeed boil down pretty quickly to just a few. In the case of buying a car, it probably is
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