列维奇 商务谈判（第8版）IMChap11Lewicki8e.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 11 Agents, Constituencies, and Audiences Chapter Overview In this chapter, we explore how negotiation changes when: We move beyond simple one-to-one negotiations and add other parties to the process. Negotiators act as agents in the process—that is, they are not necessarily presenting their own issues and interests, but are also representing the views of others who may or may not be at the table. This situation is calle