列维奇 商务谈判（第8版）IMChap12Lewicki8e.docVIP

PAGE PAGE 12 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 12 Coalitions Chapter Overview In this chapter and the one that follows, we extend the analysis to three situations that involve multiple parties. Our focus now is on situations where multiple (more than two) parties are negotiating with one another, with the parties each striving to achieve their own individual objectives. In this chapter we will examine how parties ally into coalitions to achieve these objectives. In