Exam 4 Flashcards
Ch. 10-12
Describe different ways that multiparty negotiations are more complex than two-party negotiations
Number of parties
Informational & Computational
Social
Procedural
Logistical
Strategic
What is informational and computational complexity in multi-party negotiations?
More values, interests, needs, perceptions, communication, etc.
What is social complexity in multi-party negotiations?
Cooperative motivational orientations of parties lead to higher-quality outcomes
Social pressures for conformity may challenge cohesiveness
What is procedural complexity in multi-party negotiations?
Discussing multiple issues at the same time leads to better agreements than discussing issues one at a time
What is logistical complexity?
Physical distance between parties
Facilitate integrative agreement by bringing parties physically closer - creates better social bandwidth
What is strategic complexity in multi-party negotiations?
Dealing with either distributive bargaining vs. integrative negotiation
Describe how the CONNECT model can build group relationships and benefit multiparty negotiations
Can we agree to have a constructive conversation?
- Commit to the relationship
- Optimize safety
Can our conversation be productive enough to make a difference?
- Narrow the discussion to one issue
- Neutralize defensiveness
Can we understand and appreciate each other’s perspective?
- Explain and echo each perspective
Can we commit to making improvements?
- Change one behavior each
- Track it - determine ways to monitor progress
Describe how the appointment of a chair can benefit a multi-party negotiation in the Formal Stage.
Explicitly describe roles
Introduce agendas
Make logistical arrangements
Introduce ground rules
Create/review decision standards and rules
Assure members they will have opportunity to speak/present issues
Be active gatekeeper - don’t let vocal few dominate conversation
Listen for interests/commonalities
Summarize frequently
Describe the importance of an agenda for multi-party negotiations
Controls flow and direction of negotiations, provides low-power groups a way of getting their issues addressed
Describe some things that can undermine effective group discussions
Unwillingness to tolerate conflicting points of view and perspectives
Side conversations
No means for defusing an emotionally charged discussion
Coming to a meeting unprepared
Describe 3 strategies to manage potentially destructive discussion norms
The Delphi Technique - sending out a questionnaire and building agenda off that
Brainstorming - define problem and generate solutions without criticizing
Nominal Group Technique - evaluates brainstormed solutions, and rank, rate, and evaluate alternatives
Describe the differences between relationship conflict, task conflict, and process conflict
Relationship conflict - people’s dislike of each other
Task conflict - differences in viewpoints about the group’s task or what should be done
Process conflict - conflict on how a task accomplishment will proceed; who will do what
Describe how decisions can be made in multi-party negotiations and 4 kinds
Decision rules - how the group will decide what to do
Dictatorship, simple majority, two-thirds majority, consensus
Describe 4 key problem-solving steps that should occur when choosing an alternative in multi-party negotiations
Select the best solution - satisfy as many members as possible
Develop an action plan - list of steps, objectives to be achieved, and start/completion
Implement the action plan - when planned activities become action/behaviors
Evaluate outcomes and the process - conduct after-action review
Describe culture
2 important aspect:
- Group-level phenomenon - a group of people who share beliefs, values, and behavioral expectations
- Beliefs, values, and behavioral expectations are learned and passed on to new members of the group
Explain elements that make cross-cultural negotiations more complex
Differing legal & political systems
International economics
Foreign gov’ts and bureaucracies
Ideology
Culture
What are the 3 different conceptualizations of culture?
Culture as learned behavior
Culture as shared values
Culture in context
What is meant by culture as learned behavior and why is it criticized?
Concentrating on creating a catalogue of behaviors that the foreign negotiator should expect when entering a host culture
Too simplistic - fails to see people as individuals
What is meant by culture as shared values and why is it criticized?
Individualism vs. Collectivism
Power Distance
Masculinity vs. Femininity
Uncertainty Avoidance
“Prototypes” lead to stereotyping
What is individualism vs. collectivism?
Individualism - Encourage young to be independent and look after themselves
Collectivism - Individuals belong in cohesive groups that take responsibility for welfare of each other
Low power distance vs. high power distance in cultures?
Low power distance - distributes decision making
High power distance - seeks approval from higher up
What is masculinity vs. femininity?
Masculinity - acquisition of things, not caring for others, quality of life, or people
Femininity - concern for relationships & more empathetic
What is low uncertainty avoidance vs. high uncertainty avoidance?
High uncertainty avoidance - less comfortable with ambiguous situations, more likely to seek stables rules and procedures
Low uncertainty avoidance - likely to adapt quickly to changing situations, will be more comfortable when rules are ambiguous
What is meant by culture in context?
Human behavior is not determined by a single course
