Abstract
This chapter continues the analysis of the literature on negotiation set out in the first chapter. What is the effect of a third-party entry in a negotiation initially configured as bilateral-distributive? Can the entry of third parties bring multilateral negotiation from distributive to integrative? In which way? To answer these questions, it is necessary to deepen the study of multilateral negotiations: we will start from the presentation of the thought of Sebenius (Negotiation Analysis: A Characterization and Review. Management Science, 38(1), 18–38, 1992) that identifies the possibility of modifying the number of parties as a strategic aspect of negotiation, then moving on to the theoretical discussion of multilateral negotiations, together with the presentation of some models and analysis tools useful for the negotiators who face them.
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Caputo, A. (2019). Multilateral Negotiations. In: Strategic Corporate Negotiations. Palgrave Pivot, Cham. https://doi.org/10.1007/978-3-030-15479-0_2
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DOI: https://doi.org/10.1007/978-3-030-15479-0_2
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