Behind the Scenes—The Power of Informal Channels in Business and Politics

Andreas Goßen ()

Chapter Chapter 7 in Mastering High-Stakes Negotiations: A Practical Guide, 2026, pp 59-69 from Springer

Abstract: Abstract In complex negotiations, unofficial channels often play an underestimated role. While the formal negotiation level utilizes visible structures and official lines of communication, informal negotiations allow for more flexible and often decisive influence. Especially in politics and business, so-called back channel negotiations are an established means to bypass deadlocks, build trust, and discreetly address critical issues. The various forms of these secret or parallel negotiation channels demonstrate how negotiators can strategically alternate between open and covert discussions to achieve sustainable solutions. This principle is known as the back channel—a strategically employed negotiation channel beyond the official stage.

Date: 2026
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-662-72815-4_7

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DOI: 10.1007/978-3-662-72815-4_7

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