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HBR Guide to Negotiating by Jeff Weiss

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Chapter 10

Align Multiple Parties

Avoid inefficiency and chaos.

The Problem

Many negotiations involve more than two parties, all of whom need to subscribe to a final agreement. These are situations in which there aren’t just multiple stakeholders behind the scenes, but also multiple parties sitting at the table: Perhaps you’re negotiating the details of a go-to-market strategy with multiple channel partners; maybe you work for a research institution that is collaborating with several others on a government contract; or perhaps you’re working on a complex services sale that involves a number of individuals from both the customer’s and your organizations. When you have more than two parties that want to agree on a final solution, the circle of ...

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