Many
negotiators experience the effect of constituencies that must formally or
informally approve an agreement.
In negotiation, Level II challenges are the other side's internal or
"behind-the-table" dilemmas.
Even where Level II parties do not have formal ratification power, they
may often facilitate the implementation of agreements that they like and
effectively block those that they do not.
Negotiators can meet their own interests by helping the other side
resolve its Level II dilemmas.
There
are several categories of practical measures that negotiators can use to
advance their own interests by focusing on the other side's Level II
negotiations.
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