In this chapter, we learn that many negotiation situations involve more than two parties. Most of what has been addressed in earlier chapters assumed a "one-on-one" negotiation situation. In this chapter, we examine how dynamics change when groups, teams, and task forces have to present individual views and come to a collective agreement about a problem, plan, or future course of action.
When negotiations become multilateral, there is need to understand the group dynamics that are at work particularly because these multilateral negotiation situations are more complex than two-party negotiations.
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