October 2000
Intermediate to advanced
378 pages
14h 47m
English
Content preview from Mind and Heart of the Negotiator, Second Edition, The
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Analyzing Multiparty Negotiations
Consider the multiparty negotiation described in Box 9-1. How might we analyze it? The negotiation involves a myriad of players, relationships, and issues (see Fig. 9-1). Negotiations within and between organizations are embedded in an intricate web of interdependent relationships and interests. Just as a complete understanding of human anatomy requires analyses at the levels of cell chemistry, tissues, organs, and organ systems, a complete understanding of negotiation within and between organizations requires analysis at several levels (Thompson and Fox 2000).
Box 9–1 Film Gate NegotiationFilm Gate (FG), a new television production company, pitched a number of ideas for one-hour television specials to the ... |
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