I think that we all realize that participating in a negotiation can be a very complex undertaking.
However, if you want to make things even more complicated then all you have to do is involve yourself in a multiparty negotiation. Multiparty negotiations are actually fairly common. There are three issues that make multiparty negotiations more complex than two-party talks. These issues are (1) coalition formation, (2) process-management issues, and (3) the fluctuating nature of each party’s best alternative to a negotiated agreement (BATNA).
As a negotiator, if you are able to prepare for these differences in negotiating strategy, you will be well positioned to thrive in your next multiparty negotiation.
