Ch 10 Flashcards
How does multiparty differ from two party?
Informational
Social
Procedural
Strategic
What are the consequences of increasing the number of parties?
less lucid
more complex
more demanding
more values, interests, perceptions
How does multiparty affect the procedural process?
discussion time of how they will manage the process
How should multiple issues be approached in a multiparty negotiation?
simultaneously increases the likelihood of achieving agreement
What are the ways that complexity increases when three or more parties engage in a negotiation?
More issues/positions
More socially complex
More procedurally complex
More strategically complex
When would it be necessary to explain or define key words or language that may be part of the agreement?
language or culture specific words
What are the three key stages of multilateral negotiations?
pre negotiation
formal negotiation
agreement
How can key participants in complex international negotiations be determined?
Whose presence is likely to keep other parties from or help other parties to achieving their objectives?
Who could spoil the agreement if excluded?
What is the pre-negotiation phase of multilateral negotiations?
Define member roles
Understand the consequences of no agreement
Learn the issues and construct an agenda
What are the four points of the Connect Model to building a relationship?
have a constructive conversation
conversation will be productive enough to make a difference
understand and appreciate each other’s perspective
make improvements
What is the Delphi technique?
An initial questionnaire, sent to all parties, asking for input
In what areas can team members develop conflict among themselves?
task, process, or relationship
How can the chair of a negotiation team help the team to move forward?
Move the group toward selecting an option
Shape and draft the tentative agreement
Organize and facilitate the postmortem
