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    Negotiation - Coalitions and Multiple Parties

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    Q1. What are ways to deal with opposing groups who have more power or leverage?

    Q2. Compare and contrast the central route to influence vs. the peripheral route to influence. When is each appropriate? Give an example where you have seen or used each.

    Q3. What is the difference between coalitions and multiple parties? How does each affect negotiations?

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    Solution Preview

    1. The best way to deal with opposing groups and opposing power is to neutralize the field as much as possible, so both sides have as much to gain or lose as the other. If one side has the power of position or rewards and punishments, neutralizing the field might mean making sure that group understands the outcomes can be negative in terms of reputation and future negotiations. Knowledge is another area of power. The best way to neutralize knowledge is to research and make sure everyone understands the information and its value. Knowledge is power can also mean that research into knowing what the other side needs, wants, or will negotiate for is important. Doing as much as possible to make sure both sides have something to gain or lose is the best way to deal with the ...

    Solution Summary

    The expert determines how to deal with opposing groups who have more power or leverage. The central route to influence versus the peripheral routes to influence are compared and contrasted.