Negotiation provides people with their most important role, impacting on revenues, costs, and management of resources. If you change the person you will change the outcome. As a result, any preparation must begin with the people involved. It is important to know:
Who are they?
What are they styles, need, cultures, and roles?
It is critical for the negotiation to identify who is involved and what type of people they are. Stakeholders include all those people affected by the negotiation, either directly or indirectly