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

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Multiparty Negotiations

A multiparty negotiation is a group of three or more individuals, each representing their own interests, who attempt to resolve perceived differences of interest (Bazerman, Mannix, and Thompson 1988; Kramer 1991). For example, a group of individuals who must collectively prepare and present a group project for a course grade is involved in a multiparty negotiation, as is a group of specialists in an architectural firm who must design a house for a client. The parties to a negotiation may be individuals, teams, or groups. The involvement of more than two principals at the negotiation table complicates the situation enormously: Social interactions become more complex, information processing demands increase exponentially, ...

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