Mind and Heart of the Negotiator, Second Edition, The

Conclusion

Multiparty negotiations require all of the pie-slicing and pie-expanding skills of two-party negotiations, and then some. We have seen that the key challenges of multiparty negotiations are the development and management of coalitions, the complexity of information management, voting rules, and communication breakdowns. We discussed several different levels of analysis involved in multiparty negotiations and key strategies to finesse each situation, including coalition management, principal-agent relationships, team negotiation, intergroup negotiation, and dealing with constituencies. Having explored a few features of the Film Gate negotiation at each level of analysis, it is clear that all levels are necessary to fully understand ...