Edited by Mara Olekalns and Wendi L. Adair
Chapter 11: Managing uncertainty in multiparty negotiations
In his well-known early book on negotiations The art and science of negotiation, Howard Raiffa (1982) begins his analysis by distinguishing between two-party and multiparty negotiations. While perhaps not the first to make this distinction, his treatment set the stage for much of the research and teaching on negotiation that has occurred in the last several decades. In this chapter we consider three types of multiparty negotiations – negotiations that occur within a team as it faces the potential for a negotiation with other entities, negotiations among multiple different parties each of whom has its own interests, and negotiations in marketplace contexts where there are typically many buyers and sellers. The tasks facing negotiators in these three different contexts have both commonalities and differences, as we discuss. In each context, negotiators must recognize, understand, and manage problems of gaining and dealing with relevant but sometimes hidden, vague, or perplexing information.
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