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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Challenges Facing Third Parties

There are a number of challenges that face the third party. We will now outline some of the more important challenges (see Bazerman and Neale 1992).

Increasing the Likelihood That Parties Reach an Agreement if a Positive Bargaining Zone Exists

Effective third-party intervention not only assesses whether a positive bargaining zone exists, but it helps parties reach agreement if it does. If settlement is not likely, it is to both parties' advantage to realize this quickly and resort to their BATNAs.

Promoting a Pareto-Efficient Outcome

It is not enough for third parties to help negotiators reach agreement. Ideally, third parties should strive for pareto-optimal win-win agreements. Obviously, this will not happen ...

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