3.4: Stakeholders
Stakeholders are the people or organizations with something to win or lose in any negotiation. They have a stake in the outcome and are the people to ask about wants and needs.
Key stakeholders are the people or organizations who are the main decision-makers throughout the negotiation process. These people will determine what is needed in the negotiation process. Primary and secondary stakeholders may be other people involved in the negotiation process but are not the key decision-makers. The key stakeholders must be interviewed for wants and needs. Primary stakeholders are people or organizations that may be affected by the results of the negotiation. Secondary stakeholders may be those in charge of the negotiations or responsible for secondary functions resulting from the negotiation; examples might include banks, governmental agencies, or others. This section explains how to identify stakeholders and their responsibilities. Read the two case studies and answer the critical thinking questions.
Sometimes the stakeholders may use attorneys or mediators to get what they want, and the other side may never actually meet the stakeholders. Still, if possible, speaking with these people should be a goal to determine needs. Asking who the stakeholders are should be one of the first questions in the initial negotiation because these people (or organizations) have the answers to their bottom line and why they need what they need. A successful negotiation will include information from all types of stakeholders who may have a role in resolving the conflict, ensuring that the correct stakeholders have been interviewed to understand wants and needs. Read this section which includes information on discovering stakeholders' wants and needs. Read the case study and answer the critical thinking questions.