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Organizational Mode of Negotiating: Seldom is there a negotiation where only two parties influence the outcome. Each participant in a negotiation has a host of "organizational" stakeholders who, while not physically at the negotiating table, impact the outcome of the negotiation. They include work associates, executives, managers, the finance and legal departments, engineers, manufacturing, etc. etc. etc. Anyone that is impacted by the results of the negotiation is a stakeholder that must be considered. A skilled negotiator will address the organizational needs and organizational pressures on both sides of the negotiation. They impact the outcome of the negotiation and have a large part to play on the long-term success of any agreements.
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