Often there are other parties to a negotiation that can add great complexity to the process. Define the following terms: Negotiating Dyad; Agent; Constituency; Bystander; Audience. What are some of the reasons that an individual might engage the services of an agent to represent him/her in a negotiation? (Discuss at least three) What are the three distinct relationships that an Agent has to maintain in the negotiation process?
Marie Smith is the head of Marketing for Jones Construction. Harry Brown is the on-site project manager for all major construction projects. Marie is interested in expanding the budget for general marketing activities. Harry wants these resources reserved for existing projects. Marie comes to you for advice on the key steps she should use in preparing for her negotiation with Harry. Discuss the 7 steps to an ideal negotiation process.