Negotiating in Context Building Coalitions - Edubirdie

University:
Massachusetts Institute of Technology
Course:
15.992 | S-Lab: Laboratory for Sustainable Business
Academic year:

2023
Views:

435

Pages:

1
Author:

pabiraspa

BUILDING COALITIONS The following advice will help you to build coalitions that serve your negotiation purposes: 1. Past affects present: Remember that alliances previously formed can affect the current negotiation. - Consider forming alliances early-on. - Be sensitive to the impact of prior interactions or relationships between other parties on the current negotiation. 2. Power comes in many forms: Don't rely just on positional authority. - The ability to form alliances and to de-stabilize the alliances of others is, by itself, a source of "value." - Coalitions also are a source of power in terms of rewards, sanctions, and relationships. - Look for opportunities to play a mediating role. 3. Coalitions are rarely stable: Make a habit of checking in with those in your coalition. 4. Exclude with care: Be wary of negative repercussions of excluding a party from a coalition. - Exclusion easily can foster negative emotions such as humiliation or resentment. - Unexpected coalitions can form quickly, especially if people feel aggrieved, resentful, or humiliated by a party.

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