multiple party negotiations

(Lewicki, Saunders & Barry. 2011)

Multiple Parties &

Teams

LDR 655

Wallace

Siena Heights University


Multiple Party Model


Differences

• Number of parties• Informational and

computational complexity• Social complexity• Procedural complexity• Strategic complexity


Effective Groups1. Assumptions & inferences

2. Share all relevant information

3. Interests, not positions

4. Explain reasons

5. Specific terms using examples

6. Word meaning agreement

7. Disagree openly

8. Make statements, inviting questions and comments


9. Disagreements and solutions

10. Discuss “undiscussable” issues

11. Focus

12. No cheap shots or group distractions

13. Full process participation

14. Nongroup member exchange

15. Consensus decision-making

16. Self-critiques

Effective Groups


Multiparty Management

Prenegotiation

Formal Negotiation

Agreement


Prenegotiation

• Establish participants

• Form coalitions

• Define roles

• Understand costs & consequences of failure

• Learn issues, construct agenda


Prenegotiation Agendas

• Establish issues

• Define issues

• Set issue order

• Introduce process issues and substantive issues

• Assign time limits


Formal Negotiation• Chairperson

• Adjust agenda

• Diversity

• Key process steps:– Tongue control

– Understand

– Win-Win-Win

– Issue importance

– Future work?


• The Delphi technique

• Brainstorming

• Nominal group technique

Formal Negotiation


• Conflict management• Decision rules• First agreement• Difficult members

– Behaviors– “We” vs. “You”– Controlled behaviors– Wait– Professional– Verify

Formal Negotiation


Agreement

• Best solution

• Action plan

• Implementation

• Evaluation


• Move to select an option• Draft the tentative

agreement• Discuss implementation

and follow-up• Thank you!• Organize wrap up

Agreement

multiple party negotiations

Education