McGraw -Hill/Irw in Copy right © 2010 by The McGraw -Hill Companies, Inc A ll rights CHAPTER THIRTEEN Multiple Parties and Teams Two Situations that Involve Multiple Parties • Multiple parties are negotiating with one another and attempting to achieve a collective or group consensus • Multiple individuals are present on each “side” of the negotiation – The parties to a negotiation are teams against teams 13-3 Differences in Multi-party v Two Party Deliberations • Multiparty negotiations have more negotiators at the table • More issues and more information are introduced than when two parties negotiate • The environment changes from a one-one-one dialogue to small group discussion • The process for multiparty negotiators is more complex than two-party ones Multiparties • Those parties in multiparty negotiations that are individualistically motivated are trusted less and are involved in more argumentative sessions Why? Importance of Communication • Inserted slide – Read Box 13.1 p 380 The Prenegotiation Stage p 385 -7 • Establish participants • Form coalitions – Coalitions exist before negotiations begin • Define group member roles • Understand the costs and consequences of no agreement • Learn the issues and construct an agenda 13-7 The Formal Negotiation Stage p 387 • Appoint an appropriate chair p 388 • Use and restructure the agenda p 388 • Ensure diversity of information and perspectives p 390 – Key process steps: p 391 • • • • • Collect thoughts and composure before speaking Understand the other person’s position Think of ways both parties can win Consider the importance of the issue Remember parties will likely work together in the future 13-8 Intimidation?? • See Box 13.3 – p 390 The Agreement Phase p 398 • • • • Select the best solution Develop an action plan Implement the action plan Evaluate outcomes and the process 13-10 Interteam Negotiations p 400 • Integrative agreements more likely when teams are involved • Teams are sometimes more competitive than individuals and may claim more value 13-11 [...]...Interteam Negotiations p 400 • Integrative agreements more likely when teams are involved • Teams are sometimes more competitive than individuals and may claim more value 13- 11 ... future 13- 8 Intimidation?? • See Box 13. 3 – p 390 The Agreement Phase p 398 • • • • Select the best solution Develop an action plan Implement the action plan Evaluate outcomes and the process 13- 10... multiparty negotiations that are individualistically motivated are trusted less and are involved in more argumentative sessions Why? Importance of Communication • Inserted slide – Read Box 13. 1 p... Coalitions exist before negotiations begin • Define group member roles • Understand the costs and consequences of no agreement • Learn the issues and construct an agenda 13- 7 The Formal Negotiation