- What are multi-party negotiations and how do they affect the negotiation process?
- How does one manage the various stages of a multiparty negotiation?
- What are coalitions and how do they affect negotiations?
- What is a principal-agent relationship and how does it affect a negotiation?
- What is a constituent relationship and how does it affect negotiation?
- What are team negotiations and how do they affect the negotiation process?
- What are intergroup negotiations, and how do they affect a negotiation?
A ___________ negotiation consists of a group of three or more individuals, each representing his or her own interests, who attempt to resolve perceived differences of interest or work together to achieve a collective objective.
Types of multi-party negotiations involve:
- intergroup relationships
The differences between two-party negotiations and multiparty negotiations include all of the following, except:
Team negotiations are more complex than two-party negotiations in that the process they have to follow is more complicated. True or False.
___________ Entails how the physical distance can affect how much the parties trust each other, the ways they interpret unclear or ambiguous behavior of the other parties, and the willingness to continue negotiation with each other as a conflict resolution strategy.
__________ Concerns the strategies of all the other parties at the table and whether to deal with each of them separately or as a group.
__________ Are trade-offs that require each group member to offer another member a concession on one issue, while receiving a concession from another group on a different issue.
__________ Are trade-offs fashioned between two parties where each gives up one thing in exchange for making gains on another issue.
__________ Is a voting principle providing that a majority (usually constituted by 50 percent plus one) of an organized group will have the power to make decisions binding on the whole group.
Voting and Majority Rule
__________ A result of group voting that demonstrates that the winners of majority rule elections change as a function of the order in which alternatives are voted upon.
__________ Is a theorem stating that the derivation of group preference from individual preference is indeterminate if certain conditions prevail.
__________ is a group decision-making process in which group members develop, and agree to support a decision in the best interest of the whole.
__________ are side meetings between individuals (rather than the whole group) to discuss interests or procedures in the negotiation.
__________ Is when individual heuristics or predispositions affect the interpretation of information in a manner not common to the other negotiators.
__________ Is the tendency for people who are privy to information and knowledge that they know others do not possess to act as if others are indeed aware of it (even when it is impossible for the receiver to have this knowledge).
__________ Occur when people ask others to perform tasks or acts that require extra cognitive steps on the part of the listener in order to understand the communicator’s intention.
Indirect speech acts
_________ arises when a sender needs to communicate with a certain recipient in the presence of another person (or people) who should not be able to understand the message.
Multiple audience problem
Identify the key tactics to employ in a multiparty negotiations.
Manage information and systematize proposal making
- Use brainstorming wisely (brainwriting)
- Develop and assign process roles
- Dividing the Pie
- Avoid the agreement bias
The _________ is the first stage of a multi-party negotiation and is characterized by a lot of informal contact among the parties.
During the renegotiation phase, the parties must make numerous decisions during this stage including:
Participants – The parties must agree on who is going to be invited to the talks.
- Coalitions - Coalitions may exist before negotiations begin. In some cases, the negotiations will seek to form or organize a coalition in anticipation of the meeting of all the parties.
- Defining group member roles – Once participants are identified and coalitions formed, the participants will begin assuming and assigning roles in the negotiation.
- Understanding the costs and consequences of no agreement
- Learning the issues and constructing an agenda
Which of the following types of roles are NOT ones members might play in a multiparty negotiation?
The __________ Stage concerns managing the group process and outcome.
Formal negotiation stage
During the formal negotiation phase, the parties will manage the following:
- Decision Rules
- First Agreement
- Problem Team Members
- Group Norms
__________ Is a decision-making technique where a moderator structures an initial questionnaire and sends it out to all parties, asking for input.
The Delphi Technique
__________ parties are instructed to define a problem and then to generate as many solutions as possible without criticizing any of them.
The ________ Stage of a negotiation is when the parties must select among the alternatives on the table, develop an action plan, implement the selected plan, and then evaluate the process and outcomes.
_________ are a (sub)group of two or more individuals who join together in using their resources to affect the outcome of a decision in a mixed-motive situation.
Some key challenges to negotiating as a coalition include:
Optimal coalition size; Trust and temptation; and Dividing the Pie
_________ Is a tendency in decision making and negotiation to prefer current circumstances over proposed new ones.
Status quo bias
_________ Is the tendency for parties to remain loyal to a coalition, even when they can obtain more resources outside of that coalition.
Identify some of the tactics generally understood to maximize the effectiveness of a coalition?
- Making contacts early
- Seeking verbal commitments
- Avoiding bias
- Focusing on interests, not positions
- Testing assumptions and inferences
- Seeking consensus
- Explaining one’s self
- Seeking participation
- Handling conflict
- Avoiding distraction
Advantages of employing agents in a negotiation include the following?
- Networks and special influence
The disadvantages of agents include the following:
- Communication distortion and message tuning
- Loss of control
- Agreement at any cost
The tactics for effectively working with agents include the following:
- Understanding Power
- Capitalizing on the agent’s expertise
- Discussing ratification
- Using your agent to help save face
- Using your agent to buffer emotions
____________, the party whom the principal represents, is ostensibly on the “same side” as a principal, but exerts independent influence on the outcome through the principal.
Challenges for constituent relationships include:
Identification of Constituents
___________ is the tendency for each individual to feel less responsible and become less likely to act than if he or she were alone.
Diffusion of responsibility
Tactics for improving constituent relationships include:
- Diverse Views
- Forward thinking
Presence of at least one team at the bargaining table increases the incidence of integrative agreements. True or False.
__________ the tendency for parties represented by a bargaining team to reach more integrative settlements.
__________ Is the collective perception held by individuals and/or members of a team that their efforts, decisions, and products are superior, more valued, and more worthwhile than an individual’s efforts, decisions, and products.
Team Efficacy effect
__________ Refers to the fact that teams tend not to be blamed for their failures, as much as individuals do, holding constant the nature of the failure.
Team Halo effect
Challenges that negotiating teams face include:
Selecting your teammates
- Communication on the team
- Team cohesion
- Information processing
___________ are groups composed of members who are attracted to the group for what it represents.
___________ are groups composed of members who are attracted to the group because of the particular members in the group.
___________ Is the tendency of members of a group to share and discuss only the information that is common to all members, as opposed to unique information.
Tactics for improving team negotiations include:
Goal and Strategy alignment
- Preparing together
- Assess accountability
__________ is where parties identify with their organization and interact with the other party in terms of her membership in other organizations.
Challenges of intergroup negotiation include:
- Changing Identities
- In-group bias
- Downward Social Comparison
__________ is a bias in which one team assumes that all individuals in a group think or will act in conformity with a preconceived notion.
__________ Is the positive evaluations of one’s own group relative to an out-group.
___________ Entails situations in which people compare themselves to someone (or a group) who is less fortunate, able, accomplished, or lower in status.
Downward social comparison
___________ Is the tendency of people to expect others to hold views of the world similar to their own.
Tactics for optimizing intergroup negotiations include:
- Seeking a common identity
- Seeking diverse inputs
- Maintaining continued contact
__________ Regards separate actual conflict of interest from symbolic conflict.