列维奇 商务谈判（第8版）Lewicki8eChapter12.pptxVIP

NegotiationSection 03:Negotiation ContextsChapter 12: Coalitions? 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. A Situation with More Than Two PartiesAs negotiators are added, negotiations become more complex.This chapter focuses on what happens when parties form coalitions in order to strengthen their bargaining position through collective action.Jump to slide containing descriptive text.2 What Is a Coalition?A coalition is a co