Getting a Little Help from Your Friends

Jeswald W. Salacuse

Chapter 13 in Negotiating Life, 2013, pp 171-181 from Palgrave Macmillan

Abstract: Abstract A few years ago, Reebok, the international sports shoe manufacturer, wanted to renegotiate the terms of its contract with one of its major distributors. When the distributor refused, Reebok approached a noncompeting manufacturer whose products were also handled by the same distributor and asked it to help persuade the distributor to listen to reason. Fearful that a festering conflict between Reebok and the distributor would have negative consequences for the distribution of its own products, the noncompeting manufacturer decided to intervene and ultimately helped Reebok and the distributor arrive at a satisfactory solution to their problem. By involving the noncompeting manufacturer, Reebok increased its ability to influence the distributor’s decisions in a desired way in order to negotiate a satisfactory agreement. Reebok succeeded because it used a tested negotiation tactic. It got a little help from a friend.

Keywords: Winning Coalition; Uruguay Round; Peace Treaty; Bilateral Negotiation; Multilateral Negotiation (search for similar items in EconPapers)
Date: 2013
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-31874-9_13

Ordering information: This item can be ordered from
http://www.palgrave.com/9781137318749

DOI: 10.1057/9781137318749_13

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().