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Getting a Little Help from Your Friends

In: Negotiating Life

Author

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  • Jeswald W. Salacuse

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.

Suggested Citation

  • Jeswald W. Salacuse, 2013. "Getting a Little Help from Your Friends," Palgrave Macmillan Books, in: Negotiating Life, chapter 13, pages 171-181, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-31874-9_13
    DOI: 10.1057/9781137318749_13
    as

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