Updated: 4 Aug 2017
Multi-Party Negotiations (part 1)
Part 1 of this article discusses the challenges imposed by multiple negotiators at the negotiation table.
Negotiating with a Power Imbalance
Whilst integrative negotiation will be generally less effective where there is a significant imbalance in negotiation power between the parties, this does not necessarily mean
Contract Renegotiation with the Chilean Government
Although starting a contract renegotiation at a disadvantage, with a weak BATNA, US company Kennecott managed to enhance and turn things around with an offer the Chilean government