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backstage negotiators

Backstage negotiators and backroom deal negotiations marked by the exercise of inconspicuous control and maneuvering. Backroom deals are often accomplished out of sight of the public or other negotiating partners.

The following items are tagged backstage negotiators

Daily

Dealmaking: Dealing with the Other Side’s Constituents

Posted by & filed under Uncategorized.

Dealmaking: Dealing with the Other Side's Constituents

During a meeting with a potential customer, a new salesperson leaves the room several times to make phone calls. Each time when she returns, she tells the customer she can’t accept the terms they just negotiated. Exasperated by her apparent lack of authority, the customer ends the meeting abruptly. … Read More 

Daily

Dealing With Constituents

Posted by & filed under Business Negotiations, Daily.

Adapted from “Dealing with Backstage Negotiators,” first published in the Negotiation newsletter. Negotiated agreements sometimes go off the rails in the final hour because one side caves in to a constituent’s wishes despite having the authority to make a commitment. Because people tend to approach negotiations with an “us versus them” mentality, they may succumb to … Read More