Leadership negotiation. Summary chapter 10

Summary Chapter 10 Negotiation – Multiple parties and teams

We have assumed so far that negotiation is a bilateral process. Yet many are multilateral or group deliberations, more than two negotiating parties involved, each with its own agendas. The complexity involved in multiparty negotiation increase greatly necessitating great care to manage the process to arrive at a successful outcome.

From my own experience, my practice is to spend a great deal of time in the pre-negotiation stage ensuring that every detail of the upcoming negotiation is planned and prepared. Thorough planning during this stage will minimize the probability of a surprise event while increasing the likelihood of a successful outcome.