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The Leader's Guide to Negotiation by Simon Horton

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Chapter 5

Multi-party negotiations

Negotiations never follow the simple two-party model

It may be lawyer to lawyer, each representing a client, or there may be a broker or consultant or mediator involved. There may be internal negotiations happening parallel to the external negotiations. There may be teams. There may be factions within the teams and coalitions across parties. Each will have different agendas and there may be several conversations going on at the same time. Some influencers will be present, others will influence from afar; some will be active and directly involved, some will be indirect and passively involved. And all of this can change (agendas, coalitions, personnel, engagement, circumstances) as the negotiation proceeds. ...

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