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When others approach you about joining they coalition, be sure to respond with caution and tact, especially when you are approached by emissaries from the back tables of other negotiatiors.
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To prosper in a multiparty trading zone, you need to pursue a coalition strategy, building alliances to increase your leverage.
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With thorough preparation, the help of a trained mediator, and useful reports from subgroups, participants in a multiparty negotiation should be able to find their way to the trading zone.
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In multiparty negotiations:
2. Anticipate coalition behavior
3. Mange group interacions
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At the mumble of partners in a negotiation increases, group management becomes a bigger challenge. One factor is the phenomenon known as “groupthink”
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At the early stages of coalition building, your goal should be to collect relatively firm commitments from potential coalition partners while retaining sufficient flexibility to switch allegiances if necessary.
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When you’ve gotten a fix on someone else’s best alternative to a negotiated agreement, you’ve identified the bare minimum you need to offer them to get them to say yes.
You need only to match what shirt realistic walk -away will leave them with.
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It is important to pay close attention to potential conflicts for differences between the interests of your counterparts at the table and their back tables.
Similarly, if you see a blocking coalition forming , you need to be able to estimate what their back tables are likely to end up with, and top it.
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You should focus both on offense– how to build a winning coalition(i.e., how to get the other side’s back table or others around the table on your side)– and defense–how to organize a blocking coalition.
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Nothing is ever as simple as it seems, including most two-arty negotiations. They’re actually multiparty negotiations because, in addition to the people negotiating at the table, there are back table involved.
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