列维奇 商务谈判（第8版）IMChap13Lewicki8e.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 13 Multiple Parties, Groups, and Teams in Negotiation Overview In this chapter, we extend the analysis to two situations that involve multiple parties: Multiple parties are present at the negotiating table and represent multiple interests – defined as a multiparty negotiation. Multiple individuals are present on each “side” of the negotiation, organized into groups or teams – defined as a multi-team or team-on-team negoti