There are almost always at least three people in a negotiation—even if only two people are present. The third party, or parties, are those people, real and imagined, that the principals think they must defer to in some way. They may be ghosts and goblins of their past. They may be people whom a principal told about the negotiation—a spouse, colleagues, friends—in front of whom the principals need to save face. It may be a boss. The point is, you need to account for these people to achieve your goals and get more.
