The purpose of this chapter is to understand how the negotiation process changes when there are more than two parties at the table simultaneously. Most of what has been addressed in earlier chapters assumed a “one-on-one” negotiation situation. In this chapter, we examine how dynamics change when groups, teams, and task forces have to present individual views and come to a collective agreement about a problem, plan, or future course of action.
We define a multiparty negotiation as one in which more than two parties are working together to achieve a collective objective. We show the ways that multiparty negotiation are complex and highly susceptible to breakdown and show that managing them effectively requires a conscious commitment from the parties and a facilitators as they work toward an effective multiparty agreement.
Differences between Two-Party Negotiations and Multiparty Negotiations
- Number of Parties: multiparty have more negotiators at the table.
- Informational and Computational Complexity: more issues, more perspectives on issues, and more total information are introduced.
- Social Complexity: the social environment changes from a one-on-one dialogue to a small-group discussion.
- Procedural Complexity: multiparty negotiations are more complex than two-party ones is that the process they have to follow is more complicated.
- Strategic Complexity: multiparty negotiations are more strategically complex than two-party ones.
What is an Effective Group?
1. Test assumptions and inferences.
2. Share as much relevant information as possible.
3. Focus on interests, not positions.
4. Explain the reasons behind one's statements, questions, and answers.
5. Be specific - Use examples.
6. Agree on the meaning of important words.
7. Disagree openly with any member of the group.
8. Make statements, then invite questions and comments.
9. Jointly design ways to test disagreements and solutions.
10. Discuss undiscussable issues.
11. Keep the discussion focused.
12. Do not take cheap shots or otherwise distract the group.
13. Expect to have all members participate in all phases of the process.
14. Exchange relevant information with nongroup members.
15. Make decisions by consensus.
16. Conduct a self-critique.
Managing Multiparty Negotiations: there are three key stages that characterize multilateral negotiations: the prenegotiation stage, managing the actual negotiations, and managing the agreement stage.
If these issues are raised and thoughtfully considered, the parties involved are considerably more likely to feel better about the process and to arrive at an effective outcome than if these factors are left to chance.
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