青岛农业大学外国语学院商务视听与谈判II课件 Chapter12.pptVIP

Chapter Twelve Complex Negotiation Why so complex? Because they involve: A number of parties; A number of issues A number of interests Different interests Involvement of a Third Party They need a third party, because... To strengthen their relative power and confidence To improve deteriorating relationship with the third part’s help To establish communication channel To reinterpret the established norms and regulations Third Party Category Conciliator Facilitator Mediator Arbitrator Executive Multiparty Negotiation Choosing Coalition Parties Those who can join Those who may join Those who