Negotiation: Chapter 11 – Flashcards
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Multiparty negotiation
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A negotiation that involves three or more "sides" represented by one or more individuals.
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Side conversations
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Parties whispering comments related or not to each other during a negotiation.
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Simultaneous conversations/over talking
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Parties speaking simultaneously.
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Team based negotiation
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A type of multiparty negotiation where each side is represented by at least two individuals who work together as a team to achieve the goals and interests within a negotiation.
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What happens when the number of people involved in the negotiation increases?
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• The more people involved, the greater the quantity and variety of perspectives, information shared, and objectives sought and approaches discussed: • Takes significantly more time to reach a negotiated resolution • Conversations are difficult to navigate and manage • Disagreements occur within teams as well as between teams
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Increased preparation time is essential
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The steps in preparing for a team negotiation
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Roles in a team negotiation
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• Lead negotiator • Time keeper • Scribe (note taker) • Facilitator
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What should an agenda for a team include?
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• Time allotted • Issues to be discussed • Order of topics
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What are procedural rules?
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o Who talks first o How to run the meeting o How the group resolves conflict and makes decisions
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When there are many issues, what should you secure early agreement on?
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• Find a common ground on the smaller issues first.
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What are the benefits of teams?
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• More time spent exchanging information • Higher joint gains • More ideas generated • Increased likelihood of outcomes accepted and implemented by the team representatives' departments
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What are the key differences that make multiparty negotiations more complex?
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1. Increased Competition for Usage of Airtime 2. Preparation Challenges 3. Procedural Chaos 4. Development of Trust 5. Formation of Alliances and Coalitions 6. Impact of Cultural Differences 7. Potential for Dysfunctional Group Dynamics
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How can you avoid procedural chaos?
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• Establish an agenda • Allow sufficient time to work through it • Establish ground rules for interaction
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How does Lack of trust negatively affect negotiations?
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• Ability and willingness of negotiators to openly discuss goals and interests reduced • Less likely to search for commonality among others' goals and interests • Leads to greater emphasis on claiming value than creating value
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How do you prepare for team negotiations?
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Preparation is essential for any negotiation, but even more so for team negotiations
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The team needs to clarify:
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• Goals • BATNAs • Agenda • Role of each member • Responsibilities before, during, and after agreements are made
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What are the guidelines suggested for team negotiations?
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• Agree upon and use an agenda • Introduce players and clarify roles • Decide on procedural rules (before negotiation begins) • Utilize public note-taking (as well as private notes) • Use active listening and summarize regularly • Consider a facilitator or mediator • Find early agreement on some issues • Use subgroups to secure tentative agreements • As appropriate, use caucuses or time-outs • Confirm agreements, next steps
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