Does multi-party negotiation change the rules?
Does multi-party negotiation change the rules? — what studies show, and what they don't.
The research
Mannix, Thompson and Bazerman (1989, Journal of Applied Psychology) find unanimity and a future relationship favour integrative deals.
The limit
Simulations. (our executive and employee training programmes)
Practical check in Bern
Agree on the decision rule explicitly before a multi-party negotiation. To go further: explore the Advanced Negotiation training in Bern, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Bern
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