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What is Understanding Shadow Negotiation Dynamics about?

This document discusses strategies for shadow negotiations, which are negotiations about how the substantive negotiation will proceed. It outlines three types of strategic levers that can be used in shadow negotiations: power moves, process moves, and appreciative moves. Power moves are designed to bring reluctant bargainers back to the table using incentives, pressure tactics, or enlisting allies. Process moves influence the negotiation process itself through adjusting the agenda, sequencing, decision rule

Author

Satish

Language

EN