Abstract
International negotiation is implicated in all deal making processes but most of the time participants reach only a global agreement without being able to make clear points. Also, the negotiation goes on. Due to the implication of an increasing number of factors in the international context, these firms are more likely not to reach an agreement. So they call for a third party (consultants, agents, brokers), as a sort of helping team to facilitate the negotiation. This third party can take the role of mediator. The role of the function is to 'assist the parties to change, affect or influence their behavior so as to manage conflicts or potential conflicts arising in the course of negotiation.'
