Team and Multiparty Negotiations

     Preparing for team negotiations, need to clarify:

•    Goals

•  BATNAs

•   Role of each member

• All of the above

•        Responsibilities before, during and after agreements

Benefits of teams in negotiation, except:

•     Less time spent exchange information

•       Higher join gains

•     More ideas generated

•        Increased outcomes accepted

  The challenges in team negotiations:

•   The same impact of cultural

•    Preparation

•     Procedures & rules

• Both B&C

   Group dynamics is different _____ petterns that occur when _____ work collectively to complete a task or achieve a goal – can be___ or ___

•    Plan; members; good; bad

•    Action; group; good; bad

• Behaviour, individual, good, bad

•      Strategy; group; good; bad

Multiparty negotiations have less negotiators at the table?

•     True

• False

  A feature of multiparty negotiations is that _____.

• Their social environment is typical that of small group discourse

•     Their social environment is typically that of a large-group discourse

•   All of above

•      None of above

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

• Achieved lower quality agreements

• Increase the likelihood of achieving agreement

• Exchanged less information

• Have less insight into the preferences and priorities of the other parties at the table.

• Research shows that parties who approached multiple issues simultaneously achieved all of the above

  How do multiparty negotiations differ from two-party deliberations?

• Higher win rate

• Takes more time

• A greater amount of issue and information.