列维奇 商务谈判（第8版）IMChap19Lewicki8e.docVIP

PAGE PAGE 1 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 19 Third-Party Approaches to Managing Difficult Negotiations Chapter Overview In this chapter we describe the typical roles that third parties play and how they can contribute to resolving conflict. We begin by discussing how the addition of third parties changes the negotiation process. This is followed by an examination of the types of third party interventions, with special attention paid to three formal third-party