Team and multuparty negotiations

Question 1

Team-based negotiation

Answer 1

Type of multiparty negotiation where each side is
represented by at least two individuals who work together as a team to achieve the goals within a negotiation.

Question 2

Multiparty negotiation

Answer 2

negotiation that involves three or more “sides” represented by one or more individuals.

Question 3

Benefits of teams in negotiation

Answer 3

diverse perspectives
increased creativity
opportunities for integrative solutions
increased buy-in to the agreement

Question 4

Coalitions

Answer 4

when two or more parties work together in an effort to exert greater influence on the outcome

Question 5

Challenges in multiparty negotiations

Answer 5

Increased Competition for and Usage of Airtime
Preparation Challenges
Procedural Chaos
Development of Trust
Formation of Alliances and Coalitions
Impact of Cultural Differences

Question 6

Group dynamics

Answer 6

describes the behavioral patterns that occur when individuals are working collectively to complete a task.

Question 7

behaviors that can hinder the process

Answer 7

Simultaneous conversations/overtalking
Silence/withdrawal
Side conversations
Groupthink
Dominating or blocking

Question 8

When is it best to use a team in negotiation?

Answer 8

● The negotiation is complex
● The negotiation has great potential for creative, integrative solutions.
● Diverse constituencies and interests must be represented
● You want to display your strength to the other side
● You want to signal to the other side that you take the negotiation very
seriously
● You trust and respect available team members.
● You have sufficient time to organize and coordinate a team effort

Question 9

Caucus

Answer 9

A break that allows the parties to speak privately to make midcourse corrections, discuss different strategies or tactics, or consider offers made.