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Bài đọc · ~154 từ
ANegotiations involving several stakeholders on the client's side, each with a different priority, are considerably harder to navigate than a straightforward two-party deal, since a concession that satisfies one representative can simultaneously alienate another in the same room.
BA finance director focused on cost may push for the lowest possible price, while an operations manager from the same company cares far more about delivery speed, leaving the negotiating team to satisfy two internal agendas that do not fully align.
CExperienced negotiators often try to identify, well before the meeting, which stakeholder actually holds final decision-making authority, since addressing concerns in the wrong order can waste considerable time persuading someone whose approval, however enthusiastic, ultimately carries little weight.
DProposing a structure with distinct components, each addressing a different stakeholder's primary concern, tends to work better than a single compromise meant to please everyone only partially, which frequently satisfies no one in the room at all.