Chapter 10: Multiple Parties and Teams

Chapter 10:  Multiple Parties and Teams

Two Situations that Involve Multiple Parties

•         Multiple parties are negotiating with one another and attempting to achieve a collective or group consensus.

•         Multiple individuals are present on each “side” of the negotiation

–       The parties to a negotiation are teams against teams

The Nature of Multiparty Negotiations

Differences between two-party and multiparty negotiations:

•         Number of parties

•         Informational and computational complexity

•         Social complexity

•         Procedural complexity

•         Strategic complexity

Managing Multiparty Negotiations

•         The pre-negotiation stage

–       Characterized by many informal contacts among the parties

•         The formal negotiation stage

–       Structures a group discussion to achieve an effective and endorsed result

•         The agreement phase

–       Parties select among the alternatives on the table

The Agreement Phase

•         Select the best solution

•         Develop an action plan

•         Implement the action plan

•         Evaluate outcomes and the process

Interterm Negotiations

•         Integrative agreements more likely when teams are involved

•         Teams are sometimes more competitive than individuals and may claim more value

•         Accountability pressures are different for teams

•         Relationship among team members affects negotiation process and outcomes

Question

1. What is an effective group in multiparty negotiation?

Effective groups and their members:

1.     Test assumptions and inferences

2.     Share all relevant information

3.     Focus on interests, not positions

4.     Explain reasons behind statements

5.     Talk in specific terms and use examples

6.     Agree on what important words mean

7.     Disagree openly with any member of the group

8.     Make statements, then invite questions and comments

9.     Design ways to test disagreements and solutions

10. Discuss “undiscussable” issues

11. Keep discussions focused

12. Avoid taking cheap shots or distracting the group

13. Expect participation by all members in all phases of the process

14. Exchange relevant information with no group members

15. Make decisions by consensus

16. Conduct self-critiques

2. What is managing multiparty negotiation?

Three key stages that characterize multilateral negotiations.

·        The prenegotiation stage: Characterized by many informal contacts among the parties

·        The formal negotiation stage: Structures a group discussion to achieve an effective and endorsed result: The agreement phase

·        Parties select among the alternatives on the table

3. What are Differences between two-party and multiparty negotiations?

·        Number of parties

·        Informational and computational complexity

·        Social complexity

·        Procedural complexity

·        Strategic complexity