October 2000
Intermediate to advanced
378 pages
14h 47m
English
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Sizing Up the Other Party
Once the negotiator has gone through the preparation procedure for evaluating what he or she wants in a negotiation situation, it is time to think about the other party (or parties).
Who Are the Other Parties?
It is always important to identify who the players are in a negotiation. A party is a person (or group of people with common interests) who acts in accord with his or her preferences. Parties are readily identified when they are physically present, but often, the most important parties are not present at the negotiation table. Such parties are known as the hidden table (Friedman 1992). When there are more parties involved in the negotiations, the situation becomes a team or multiparty negotiation, and the dynamics ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.