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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