Negotiating Outcomes: Expert Solutions to Everyday Challenges

Multiphase and Multiparty Negotiations

MOST PEOPLE ENVISION A negotiation as two people or teams sitting opposite each other at the bargaining table; the individual parties eventually come to an agreement or walk away. This characterization is fairly accurate for one-on-one negotiations that can be handled in a single meeting, such as the purchase of a car or a discussion between a supervisor and a subordinate about job performance and wages.

Few negotiations are so simple. Most involve more than two parties, and they sometimes take place in phases, with each phase devoted to unique issues.

Multiphase negotiations

Multiphase transactions are ...