Chapter 10: Multiple Parties, Groups, and Teams in Negotiation Flashcards
How are multiparty negotiations different from two-party? (6 ways)
- number of parties (duh)
- informational and computational complexity (more issues, perspectives, and total information are introduced)
- social complexity (dynamics of small groups, social pressures, conflict avoidant)
- procedural complexity (whose turn is it to do what?)
- logistical complexity (physical distance; are we in the same room)
- strategic complexity (must consider strategies of all parties at the table)
What dynamics can make a multiparty effective? 16 steps
- test assumptions and inferences
- share as much relevant info as possible
- focus on interests, not positions
- explain the reasons behind one’s statements, questions, answers
- be specific and use examples
- agree on the meaning of important words
- disagree openly with any member of the group
- make statements, then invite questions and comments
- jointly design ways to test disagreements and solutions
- discuss undiscussable issues
- keep the discussion focused
- don’t take cheap shots
- expect to have all members participate
- exchange relevant info with parties not at the table
- make decisions by consensus
- conduct a self-critique
What are 3 roles commonly played by members of a group?
- task-oriented
- relationship oriented
- self oriented
What are some task-oriented roles?
- initiating/offering new ideas
- information seeking
- opinion seeking
- elaborating
- evaluating
- coordinating
- energizing
What are some relationship-oriented roles?
- encouraging
- harmonizing
- compromising
- gatekeeping
- standard setting
What are some self-oriented roles?
- blocking
- recognition seeker
- dominator
- avoider
What are some characteristics in the prenegotiation stage?
- participants
- coalitions
- defining member roles
- understanding the costs and consequences of no agreement
- learning the issues and constructing an agenda
What are the four requirements in the connect model?
- can we agree to have a constructive conversation?
- can our conversation be productive enough to make a difference?
- can we understand and appreciate each other’s perspective?
- can we all commit to making improvements?
What are the the 7 acronyms of CONNECT?
- Commit to the relationship
- Optimize safety
- Narrow the discussion to one issue
- Neutralize defensiveness
- Explain and echo each perspective
- Change one behavior each
- Track it!
What are the steps in the formal negotiation stage?
- Appoint an appropriate chair
- use and restructure the agenda
- ensure a diversity of information and perspectives
- ensure consideration of all available information
- manage conflict effectively
- review and manage the decision rules
- strive for first agreement
- manage problematic behaviors among some parties
What are the 4 group norms that can undermine an effective discussion?
- unwillingness to tolerate conflicting POV and perspectives
- side conversations
- no means for defusing an emotionally charged discussion
- coming to a meeting unprepared
What are the five rules for brainstorming?
- no criticism is allowed
- questions can be asked only for clarification of an idea
- free-wheeling is a plus
- go for quantity
- combine and improve ideas
What is the delphi technique?
a moderator sends out an initial questionnaire to all parties, parties return, moderator summarizes and sends back to parties, parties review and send it back. Over a number of rounds, parties can exchange a great deal of info and share different perpsectives
What is the nominal group technique?
usually follows brainstorming; parties rank, rate, and evaluate the alternatives in terms of the degree to which it solves the problem
What are some steps in the agreement stage?
- select the best solution
- develop an action plan
- implement the action plan
- evaluate outcomes and the process
