Question 1
When developing a negotiation approach, according to recognised theory (for example Mendelow), how should stakeholders with high interest but low power be managed?
- AOption A:
Minimal effort
- BOption B:
Key player
- COption C:
Keep informed
- DOption D:
Show answer and explanation
Correct answer: C
According toMendelow’s Matrix, stakeholders withhigh interest but low powershould be keptinformed. Their interest means they care about the negotiation ' s outcome, but their low power means they can ' t significantly influence it. Keeping them informed avoids alienation and ensures smoother implementation of negotiated agreements.
“Stakeholders with high interest but low power should be managed by keeping them informed. They may become powerful advocates or opponents in the future, so engaging them is a strategic approach.”
(L4M5 Commercial Negotiation, 2nd edition, Section 1.5 - Stakeholder Management in Commercial Negotiations)