The_Essential_Manager_s_Handbook

DEALING WITH MANY PARTIES / 437

Gaining allies

Next, focus on the allies who agree with

your vision and are trustworthy, but who

do not hold positions of power at the

moment; they may gain influence as the

negotiation proceeds. Ignore the weak

adversaries: those who disagree with

your agenda and have little influence.

At the same time, think how you could

block your powerful adversaries.

Can you make a coalition with one of their

potential partners? Coalition partners

are often motivated solely by gains.

Once the gains elsewhere are higher,

they may defect, so you should attempt

to cement integrity within the coalition.

One way to do this is to ask each partner

to make a public commitment to the

coalition, making it harder for them

to defect.

Focus on the

allies who agree

with your vision

US_436-437_Dealing_parties_3.indd 437 30/05/16 3:07 pm