The_Essential_Manager_s_Handbook

432 / DEVELOPING YOUR TECHNIQUE

Dealing with many parties

Balancing complex issues

Multiparty negotiations are in many

ways similar to two-party situations but

require a wider set of skills to deal with

their additional complexities, which

include those listed here:

Many business partnerships or deals involve agreements between three

or more different parties, each with its own positions, needs, and goals.

Negotiating in this environment requires dexterity and a constant eye

on the pitfalls, such as coalitions between the parties opposing you.

Social complexity With more

negotiators involved, the social

context becomes complex. In a

two-party negotiation, your focus

is on one individual, but multiparty

negotiations require you to

understand, analyze, and build

relationships with each negotiator.

You must learn to resist social

pressure and protect your interests,

even when faced by a coalition of

parties in the negotiation.

Emotional complexity Negotiating

in a multiparty context can be

very taxing. Hold your emotions

in check; emotional distress often

results in poor decisions.

Strategic complexity Multiple

parties have many interests,

and often conflicts of interest,

between them. Each party has

its BATNA (Best Alternative

To a Negotiated Agreement),

which may change as alliances

are formed. To be well prepared

for a multiparty negotiation,

you will need to constantly

reassess both your own and

your counterparts’ BATNAs.

US_432-433_Dealing_parties_1.indd 432 01/06/16 5:21 pm