Chapter 10- Multiple Parties and teams

What is the difference between multiparty and 2 part negotiations?
1. there are more negotiators at the table
2.have more information and issues to work with
3. social complexity- social environmental and pressure changes
4. Procedural complexity
5. Strategic complexity-
(have one person to facilitate multiparty negotiation)
Whats a effective group?(first 8)
1. Test assumptions and inferences
2. Share all relevant information
3. Focus on interests, not positions
4. Talk in specific terms
5. Agree on what important words mean
6. Explain reasons behind statements
7. Disagree openly with any member of the group
8. Make statements, then invite questions and comment
Whats a effective group? (last 8)
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
14. Exchange relevant information with nongroup members
15. Make decisions by consensus
16. Conduct self-critique
How do you manage multiparty negotiations
• 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
• The agreement phase
- Parties select among the alternatives on the table
What do you list in the Prenegotiation plan?
• Establish participants
• Form coalitions
• Define group member roles
• Understand the costs and consequences of no
• Learn the issues and construct an agenda
Why are agendas effective?
• Establish the issues that will be discussed
• Define how each issue is discussed
• Set the order in which issues are discussed
• Introduce process issues (decision rules,
discussion norms, member roles, discussion
dynamics), and substantive issues
• Assign time limits to various item
What is in the formal negotiation stage?
- Appoint a chair
-use and restructure the agenda
- ensure diversity of information and perspectives
-Manage conflict effectively
-review and manage the decision rules
-strive for a first agreement
-manage problem team members
Whats in the agreement phase
• Select the best solution
• Develop an action plan
• Implement the action plan
• Evaluate the just-completed proces
What does the Chair or facilitator do?
Group chair or facilitator steps in moving toward a
successful completion:
- 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
What happeneds in a interteam Negotiation?
• Integrative agreements more likely when teams are involved
• Teams are sometimes more competitive than
individuals and may claim more value
• Accountability pressures are different for teams
• Relationship among team members affects negotiation process and outcome