Chapter 10: Multiple Parties, Coalitions, and Teams

Question 1

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

Answer 1

multiparty negotiation
(more complex, corporate negotiations)

Question 1

Negotiation situations often involve more than ____ parties, and involve a myriad of _______ and _______.

Answer 1

two; relationships; issues

Question 2

Look at Exhibit 10-1 in camera roll. (Levels of analysis in a multiparty negotiation)

Answer 2

Okay

Question 3

T or F: For a multiparty negotiation, there are 3 different perspectives, with 3 different priorities

Answer 3

True

Question 4

A _______ is where 2 sides team up on one side in a multiparty negotiation; where two groups team up as a partnership.

Answer 4

coalition

Question 5

What are the 4 key challenges of multiparty negotiations?

Answer 5

1. Dividing resources (potentially evenly divided, or some other way, which you have to discuss.)
2. Coalitions
3. Formulating trade-offs (what you will give up v. what to try to acquire)
4. Voting and majority rule (How will you vote..Majority rule? Simple majority? Unanimous?)

Question 6

T or F: If not used wisely, voting rules and the use of majority rule can thwart effective negotiations.

Answer 6

True

3. Groups negotiating under unanimous rule reach more efficient outcomes than groups operating under majority rule.

Question 7

Majority rule fails to recognize the strength of ______ ______. Consequently, majority rule DOES NOT promote ________ _______ among issues.

Answer 7

individual preferences; integrative tradeoffs

Question 8

Groups negotiating under (majority/unanimous) rule reach more efficient outcomes than groups operating under (majority/unanimous) rule.

Answer 8

unanimous; majority

Question 9

Match the following descriptions to majority rule or unanimous rule:
1. over 50% of the vote count = pass
2. all participants agree 100%

Answer 9

1. majority rule
2. unanimous rule (ex of unanimous rule: all 12 jury members have to agree that the party is guilty for him to go to jail. (very hard and challenging)

Question 10

Voting Paradoxes (ON TEST!):
A variety of paradoxes can affect groups aggregating the preferences of team members through voting, such as (4 paradoxes):

Answer 10

1. Condorcet paradox
2. Impossibility theorem
3. Strategic voting
4. Consensus agreements

Question 11

Match the following definitions to which voting paradox they describe:
1. vote outside of top preference to eliminate worst option
2. public agreement of the group
3. alternatives proposed later than sooner tend to become agreed to
4. the larger the group, the less possible a group outcome will satisfy members preference

Answer 11

1. strategic voting
2. consensus agreements
3. condorcet paradox
4. impossibility theorem

Question 12

Which voting paradox does this description and example describe?
When there is a negotiation going and ideas flowing, ideas and concepts that come out later into the negotiating process tend to become more suitable and agreed upon than the ones given early. (ex: friends going out to dinner and the first ideas of where to eat are like ehhh but the ones given later on are like yeah alright let’s just do that)

Answer 12

Condorcet paradox

Question 13

Which voting paradox is this an example of?
A ballot if you’re voting and you have choices A,B, and C. Your top choice is A, but you vote for C to cancel out choice B, since you already know that A is pretty popular.

Answer 13

Strategic voting

Question 14

T or F: Consensus agreements are the same as unanimous rule.

Answer 14

False

Question 15

Strategies for Successful Multiparty Negotiations:
The following are strategies to enhance a negotiator’s ability to expand the pie in a multiparty context:
a. know who will be at the ______.
b. manage the ______ and systemize _____ _______.
c. brainstorm options ________
d. develop and assign ______ _____.
e. stay at the ______.

Answer 15

a. table
b. information; proposal making (aka have a game plan)
c. independently
d. process roles (aka everybody should have and know their role)
e. table (don’t get up and walk away)

Question 16

Strategies for Successful Multiparty Negotiations (cont.):
a. strive for _____ ______.
b. allow for some points of _______, even if only on process
c. avoid the “_______ ______” bias
d. avoid the _______ bias.
e. avoid _______ _______.

Answer 16

a. equal participation
b. agreement
c. “equal shares”
d. agreement (aka acknowledge differences/different ideas bc this can strengthen health)
e. sequential bargaining (sequential bargaining = sort of isolating the conversation to one negotiation at a time. Don’t do this. Integrate the different topics of conversation into one conversation for a more integrative outcome)

Question 17

T or F: Discussing one issue at a time leads to a reduction in integrative outcomes vs. discussing all issues at the same time.

Answer 17

True (discussing one issue at a time = sequential bargaining)

Question 18

Coalitions face 3 sets of challenges:

Answer 18

1. The formation and SIZE OPTIMIZATION of the coalition (aka how big is the size of the coalition; (ex: 2 groups v. one? Five groups vs. two?))
2. Trust formation and maintenance in coalitions.
3. The complex distribution of resources among members.

Question 19

There will be an even more complex distribution of resources in (coalitions/multiparty negotiations) than in (coalitions/multiparty negotiations).

Answer 19

coalitions; multiparty negotiations

Question 20

In coalitions, you should avoid _________ ______ and ________ _______ of resources.

Answer 20

preconceived bias; equal distribution

Question 21

Coalitions of negotiators have 3 methods by which to divide resources. What are the 3 methods?

Answer 21

1. Core Solution model
2. Shapley model
3. Raiffa’s Hybrid model

Question 22

Match each description to which method of dividing resources for coalitions that they describe:
1. payout via power; prorated based on the power of people involved.
2. equal distribution; dividing it by 2 or 3 or however many people; total distribution divided by number of people involved.
3. the average of the core solution and shapley model; combination or average of this power and equality distribution. (Merging the core solution and Shapley model)

Answer 22

1. Shapley model
2. Core Solution model
3. Raiffa’s Hybrid Model

Question 23

Maximizing Coalitional Effectiveness:
The following 3 things are BEHAVIORAL strategies for effectively navigating coalitions and maximizing their effectiveness:
1. Make your _______ ______.
2. Seek _______ ________.
3. Use ________-________ rationale to divide the pie.

Answer 23

1. contacts early (ex: the successful people on Survivor usually start making alliances early on, not waiting for the last second)
2. verbal commitments (ex: in Survivor, asking people to be in an alliance)
3. unbiased-appearing (do the best you can to appear unbiased. Put the effort in to come across publicly as unbiased)

Question 24

Principal-Agent Negotiations: Many advantages can be realized by USING AGENTS to represent one's interests in a negotiation, such as (6 things): 1. They will be an ______ in the negotiation process. 2. Substantive _________. 3. Networks and special _________. 4. Emotional __________. 5. __________ 6. _______ _______.

Answer 24

1. expert 2. knowledge (industry facts known from experience) 3. influence (they may have specific influence in places that are important) 4. detachment 5. ratification 6. face-saving

Question 25

T or F: In principal-agent negotiations, an agent is like a specialist that you hire to represent one's interests.

Answer 25

True

Question 26

What are the 4 disadvantages to using agents to represent one's interests in a negotiation?

Answer 26

1. Shrinking ZOPA (ex: if your profit is 100, you are going to have to share it with the principal-agent now. Maybe it’s 20% you give to them or something.) 2. Incompatible incentive structure (the way you want to be incentivized and the way they want to be paid may be incompatible (ask early on)) 3. Loss of control 4. Agreement at any cost (sometimes the agent will feel like they are willing to take the agreement at any cost because it's their job even if it’s not the best.)

Question 27

What type of negotiation is this an example of? For real estate, your profit for selling your home will be reduced because of the help from your agent.

Answer 27

Principal-agent negotiation (real estate)

Question 28

Fill in the blanks for the 6 strategies for negotiators who want to work effectively with agents: 1. _______ around. 2. Know your _____ before meeting with your agent. 3. Communicate your interests to your agent without revealing your ______ _______. 4. Capitalize on the agent's _______. 5. Tap into your agent's ________ of information. 6. Use _______ _______.

Answer 28

1. Shop (RFP (means request for proposal). Bidding process pretty much. You should contact more than one agent, and decide which one is the best for you.) 2. BATNA 3. reservation price (RP) 4. expertise 5. sources 6. agent networks

Question 29

Fill in the blanks for the 3 more strategies for negotiators who want to work effectively with agents? 1. Discuss _________. 2. Use your agent to help you save _______. 3. Use your agent to buffer _________.

Answer 29

1. ratification (you want to discuss what the ratification process is. Is it something you give autonomous approval to your agent in your place, or do you want your agent to bring it to your approval?) 2. face (if things don’t go the way you want, you can kinda blame them.) 3. emotions (remove you emotionally and help make the right, strategic decision)

Question 30

approval process, oversight, makes the document legally binding compared to signing, which just signals the intent to comply with something.

Answer 30

ratification

Question 31

A __________ is ostensibly on the same side as the principle negotiator, but exerts an independent influence on the outcome through the principle negotiator.

Answer 31

constituent (ex: The House of Representatives/US Senate have constituents back at their home of record and who they represent; aka the House of Representatives is SUPPOSED to vote how the people want them to vote, but this doesn’t always happen and they don’t have to)

Question 32

What are 3 challenges negotiators may face with constituent relationships? **

Answer 32

1. Behind-the-table barriers 2. Accountability 3. Conflicts of interest

Question 33

What are 4 strategies negotiators may employ for improving constituent relationships?

Answer 33

1. COMMUNICATE with your constituents. (ex: actually go to your town hall and talk with your constituent) 2. Do not expect homogeneity of constituent views. (people have different opinions) 3. Educate your constituents on your role and limitations. 4. Help your constituents do horizon thinking (making projections about future outcomes; looking forward)

Question 34

The presence of at least one team (vs. a solo negotiator) at the bargaining table (increases/decreases) the incidence of integrative agreements.

Answer 34

increases (have at least one team vs. a solo at the bargaining table.)

Question 35

Fill in the blanks for the 4 advantages of a team at the negotiation table: 1. Increased size of _______ _____. 2. Increased ________ ______ amongst negotiating parties. 3. Increased information exchange which leads to greater ________ ________ about parties' interests. 4. _________ _________ are promoted.

Answer 35

1. negotiating pie 2. information exchange 3. judgement accuracy 4. integrative agreements

Question 36

What are the 5 challenges that negotiation teams face?

Answer 36

1. Teammate selection (make sure you do your research and consider different people to get what you want out of your outcome.) 2. Number of people on the negotiating team 3. Communication on the team 4. Team cohesion 5. Information processing (THE COMMON INFORMATION BIAS)

Question 37

Fill in the blanks for the 4 strategies that can be used to improve team negotiations: 1. Goal and strategy __________. 2. ________ together for the negotiation. 3. Plan scheduled ________. 4. Assess ___________.

Answer 37

1. alignment 2. preparing 3. breaks 4. accountability

Question 38

Intergroup negotiation involves a number of challenges. What are 3 challenges?

Answer 38

1. Shared vs. individual identity (need to have a shared identity as a team) 2. In-group bias (superiority, injustice, vulnerability, distrust, helplessness) 3. Extremism (ex: if you watch either side of today’s political shows (ex: Fox News). If someone drinks a cup of coffee, its like the worst thing in the world to the other side)

Question 39

T or F: With intergroup negotiation, members with higher status tend to display more in-group bias than low status members.

Answer 39

False; members with LOWER status tend to display more in-group bias than HIGH status members.

Question 40

Fill in the blanks for the 5 strategies for optimizing intergroup negotiations: 1. Find and develop a _______ _______. 2. Characterize differences as _______, not disagreements. 3. Cooperative ________. 4. ________ _______ can increase cooperation. 5. The ________ model strategy.

Answer 40

1. common identity 2. debates (know this one; disagreements = bad, but debates = good) 3. communication 4. greater contact (know this one) 5. GRIT

Question 41

What does GRIT stand for in the GRIT model strategy?

Answer 41

Gradual Reduction in Tension (A process you can follow when there is a lot of tension in group work)

Question 42

Test question: In relation to the GRIT strategy for intergroup negotiation, how do you get involved?

Answer 42

Make an initial concession. (this means to de-escalate conflict, give up your resources first/make the first apology)

Question 43

Fill in the blanks for the 6 steps in the GRIT strategy for intergroup negotiations: 1. Announce your _______ _______ to de-escalate conflict and your ______ ______ to make an initial concession. 2. Execute your initial concession _______, ________, and ________. Provide as much verification and documentation as possible. 3. Invite ________ from the other party. Expect the other party to react to these steps with _______ and _____. To overcome this, consider making another __________. 4. Match any __________ _______ made by the other party. Invite more. 5. ________ the nature of your concessions. 6. Maintain your ability to _________ if the other party escalates conflict. Any such retaliation should be carefully calibrated to match the ________ of the other party's actions.

Answer 43

1. general intentions; specific intention 2. unilaterally, completely, publicly 3. reciprocity; mistrust; skepticism; concession 4. reciprocal concessions 5. Diversify 6. retaliate; intensity

Question 44

Intergroup Negotiation -- Optimization: Because mere contact does not always lead to better intergroup relations, the following 5 strategies are preventative and can ward off destructive competition between groups (also put a star next to the one that is highlighted in notes):

Answer 44

1. Social and institutional support 2. Acquaintance potential 3. Equal status ** 4. Shared goal 5. Cross-group friendships