ABSTRACT
This chapter deals with how to develop interest-based strategies and implement them through negotiation tactics that enable one to reach goals without damaging either the relationship or a mutually profitable deal. It examines coalition building in multiparty inter cultural business negotiation (ICBN). A distinction is often made between tough versus soft strategies with an underlying view that tough is exclusively deal-oriented and soft is mainly relationship-oriented. The Deal-Making oriented negotiation versus Relationship-Building oriented negotiation paradigm is meaningful for designing ICBN strategies, however only in combination with objective market background, interdependence, and relational factors. Each negotiation has a certain playground, which is centred more on interests, on rights, and/or on power. In multiparty negotiation, compared with dyadic, face-to-face negotiation, there is a possibility to build coalitions to gather and bring together resources to influence the negotiation process and outcomes. The chapter discusses avenues for countering hardball tactics.
