Chp10 - 2NG3

Multiparty Negotiations

2+ parties involved working to achieve a collective objective

Difference Between Two-Party & Multiparty Negotiations

• # of parties

• Informational/computational complexity

• Social complexity

• Procedural complexity

• Logistical complexity

• Strategic complexity

3 Stages of Managing Multiparty Negotiations

1. Pre-negotiation Stage

2. Formal Stage

3. Agreement Stage

Pre-Negotiation Stage

• Identify participants

• Coalitions

• Roles

• Consequences of no agreement

• Issues & agenda

Roles

• Task Role - Move negotiators towards the conclusion

• Relationship Role - Maintain good relations

• Self-Oriented Role - Focus on individual at group’s expense

Formal Stage

• Appoint a chair

• Use & restructure agenda

• Diversity of info & perspectives

• Consider all info

• Manage conflict

• Decision rules

• First agreement

• Problematic behavior

Diversity of Info (5 Key Steps a Chair can Implement)

1. Composure and keep thoughts

2. Understand others’ position

3. Think integratively

4. Consider the importance

5. Remember you’ll have to work with them again

Consider all info

• Undermine discussions

  • Intolerance of conflicting views

  • Side convos

  • No means for defusing an emotionally charged discussion

  • Unprepared

• Strategies to manage norms

  • Delphi Technique - Anonymous inputs

  • Brainstorm

  • Nominal Group Technique

Problematic Behavior

• Specific

• Phrase problem

• Focus on what can be controlled

• Wait before you give constructive criticism

• Feedback is professional

• Make sure you’re heard

Agreement Stage

• Select best solution

• Develop action plan

• Implement action plan

• Evaluate outcomes