Ch. 10: Key Additional Notes and Capstone

Question 1

What are the 4 key challenges of multiparty negotiations?

Answer 1

1. Development and management of coalitions
2. Complexity of information management
3. Voting Rules
4. Communication Breakdowns

Question 1

__________ negotiations require all of the pie-slicing and pie-expanding skills of two-party negotiations.

Answer 1

Multiparty

Question 2

What are the 5 different levels of analysis involved in multiparty negotiations?

Answer 2

1. Coalition management
2. Principle-agent relationships
3. Team negotiation
4. Intergroup negotiation
5. Dealing with constituencies

Question 3

__________ rule is time consuming, and it encourages group members to consider creative alternatives to expand the size of the pie.

Answer 3

Unanimity

(hard and challenging, but reaches more efficient outcomes than majority rule)

Question 4

A result of group voting that demonstrates that the winners of majority rule elections change as a function of the order in which alternatives are voted upon

Answer 4

Condorcet paradox

(choosing where to eat with friends example)

Question 5

T or F: In most principal-agent relationships, an agent’s authority is limited with respect to making concessions or agreements.

Answer 5

True

Question 6

Negotiators who are accountable to constituents are (more/less) likely to make higher demands as compared to negotiators who are NOT accountable to a constituent.

Answer 6

more

Question 7

________ ______ bias holds even when a new coalition structure forms that offers greater gain to members, coalition members often experience a strong pull to stay with their current coalition

Answer 7

Status quo

Question 8

Multi-party negotiation is formed when a group of _______ or more individuals, each representing their own interests, attempts to resolve perceived differences of interest.

Answer 8

three

Question 9

T or F: Coalition members compete with each other within the coalition itself during distribution of resources gained.

Answer 9

True

Question 10

One of the benefits of using an agent is _________ _______.

Answer 10

emotional detachment

Question 11

At some point conformity pressures increase with group size, peaking at about _______.

Answer 11

five (test question)

Question 12

What theorem states that there is not a best way to derive a group’s preference from combining individual preferences?

Answer 12

Impossibility theorem

Question 13

a group of two or more individuals who combine their resources to affect the decision outcome of a mixed-motive situation involving at least three parties.

Answer 13

coalition

Question 14

One of the most effective strategies for enhancing coalitional effectiveness is to obtain _______ _________, as people often feel obligated to follow through with promises they make with others.

Answer 14

verbal commitments

Question 15

When negotiators focus on reaching common ground with the other party and are reluctant to accept differences of interest, even when such acceptance might create options for joint gain.

Answer 15

agreement bias

Question 16

In group negotiation, trade-offs that require each group member to offer another member a concession on one issue, while receiving a concession from yet another group on a different issue.

Answer 16

circular logrolling

Question 17

Represents peripheral player in a negotiation that is on the “same side” as a principle, but exerts independent influence on the outcome through their relationship with the principle.

Answer 17

constituent

Question 18

A psychological bias in which agreement becomes more important than the contents of the agreement.

Answer 18

getting to yes bias

Question 19

Unilateral conciliatory actions designed to de-escalate a conflict

Answer 19

GRIT model (also known as the graduated and reciprocal initiative in tension reduction model)

Question 20

A theorem stating that the derivation of group preference from individual preference is indeterminate if certain conditions prevail.

Answer 20

The impossibility theorem

Question 21

Positive evaluations of one’s own group relative to an out-group

Answer 21

in-group bias

Question 22

A voting principle providing that a majority (usually constituted by 50 percent plus one) of an organized group will have the power to make decisions binding on the whole group

Answer 22

majority rule

Question 23

A negotiating strategy based on the principle that greater contact among members of diverse groups increases cooperation among group members.

Answer 23

mere contact strategy

Question 24

When a group of three or more individuals, each representing his or her own interests, attempts to resolve perceived differences of interest

Answer 24

multiparty negotiation

Question 25

A principle in which people expect others to hold views of the world similar to their own

Answer 25

naive realism

Question 26

A trade-off fashioned between two parties where each gives up one thing in exchange for making gains on another issue

Answer 26

reciprocal trade-offs

Question 27

When you discuss one negotiation issue at a time

Answer 27

sequential bargaining (bad!)

Question 28

A tendency in decision making and negotiation to prefer current circumstances over proposed new ones

Answer 28

status quo bias

Question 29

A situation in which a negotiator misrepresents his or her true preferences so as to gain advantage over the other party

Answer 29

strategic misrepresentation

Question 30

In negotiation, the tendency for parties represented by a bargaining team to reach more integrative settlements.

Answer 30

team effect

Question 31

The collective perception held by individuals and/or members of a team that their efforts, decisions, and products are superior, more valued, and more worthwhile than an individual’s efforts, decisions, and products.

Answer 31

team efficacy effect

Question 32

Refers to the fact that teams tend not to be blamed for their failures, as much as individuals do, holding constant the nature of the failure.

Answer 32

team halo effect

Question 33

Procedure used to aggregate the preferences of team members where complete group agreement by all members is required

Answer 33

unanimity rule