列维奇 商务谈判（第8版）Lewicki8eChapter11.pptxVIP

NegotiationSection 03:Negotiation ContextsChapter 11:Agents, Constituencies, and Audiences? 2019 McGraw-Hill Education. All rights reserved. Authorized only for instructor use in the classroom. No reproduction or further distribution permitted without the prior written consent of McGraw-Hill Education. The Number of Parties in a NegotiationThe simplest form is a negotiating dyad – two parties.Negotiation can occur within or between teams of negotiators.Intrateam dynamics affect interteam negotiation processes.Negotiators may act as agents for constituents or principal.Constituents designate th