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What is Lewicki Negotiation 9e PPT Ch13 ACCESS about?

This document discusses multiparty negotiations, comparing them to two-party negotiations. Multiparty negotiations involve more parties, issues, perspectives, and information. They have greater social, procedural, logistical, and strategic complexity. Effective multiparty negotiations require identifying participants, planning, forming coalitions, defining roles, assessing costs of no agreement, and constructing agendas.

Author

Arun Sudhakaran

Language

EN