Handbook of Research on Negotiation
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Handbook of Research on Negotiation

Edited by Mara Olekalns and Wendi L. Adair

Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators’ cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.
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Chapter 11: Managing uncertainty in multiparty negotiations

Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix


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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