Chapter 13: Multi-Party Negotiations

Question 1

What are multiparties

Answer 1

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

Multiple individuals present each side of negotiation

Question 2

What are some of the differences between 2-party and multi-party negotiations (list 5)

Answer 2

1. Number of parties
2. Information and computational complexity
   - more info + preparation required
3. Social Complexity
   - behaviours, social pressures, face saving
4. Procedural complexity
5. Strategic Complexity

Question 3

How does an effective group in a multiparty negotiation look like (list 15)

Answer 3

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 nongroup members
15. Make decisions by consensus
16. Conduct self-critiques

Question 4

How to manage multiparty negotiations at each stage (prenego - formal nego - agreement)

Answer 4

• 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
  Start with opening statement
  Sets points of reference, tone and frame
• The agreement phase
   Parties select among the alternatives on the table

Question 5

What to do at pre-nego stage

Answer 5

Establish participants
form coalitions
define group member roles
understand costs and consequences of no deal
learn issues and construct agenda

Question 6

How to construct agenda at pre-nego stage

Answer 6

Agendas as effective decision aids:
* Establish the issues
* Define how each issue is discussed
* Set the order
* Introduce process issues (decision rules, discussion norms, member roles, discussion dynamics), and substantive issues (the tangibles)
* Assign time limits to various items

Question 7

What to do at formal negotiation stage (list 3)

Answer 7

Appoint appropriate chair
use and restructure agenda
ensure diversity of info and perspective

Question 8

What are some of the key process steps when facilitating information and perspectives (list 5)

Answer 8

Collect thoughts and composure before speaking

Understand the other person’s position

Think of ways both parties can win

Consider the importance of the issue

Remember parties will likely work together in the future

Question 9

How can you ensure consideration of all available info (list 3)

Answer 9

1. Delphi technique
   - initial questionaire sent out to all parties asking for input

2, Brainstorming
- define problem and generate as many solutions without criticizing
- transparency remains keu

3. Nominal group technique
   - brainstorm and rank list of solutions

Question 10

What to do in agreement phase? What should you do to facilitate a successful completion (list 5)

Answer 10

 Move the group toward selecting one or more of the options

Shape and draft the tentative agreement

 Discuss whatever implementation and follow-up
needs to occur

 Thank the group for their participation, hard work and efforts

Organize and facilitate the postmortem