Abstract

In private economy important agreements very often involve internal negotiations with major interest groups or mandators in the same camp. The main purpose of this chapter is to give an indication of the enormous impact that stakeholder groups can exert on the negotiators' behaviour and the course and outcome of their negotiations. If we extend the circle of people around the negotiator further still, after the members of the negotiating team, the mandators and the stakeholder groups, we find a number of groups whose involvement is less direct. This is the circle of interest groups. The chapter looks at the different roles public opinion can play depending on whether its position is that of observer, a tactical instrument in the hands of the negotiator, or an opponent of his aims, and illustrates them by some brief examples.Keywords: interest groups; negotiation; public; stakeholder groups

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