Exam 10: Multiparty Negotiations: Managing the Additional

An outcome of informational complexity is that:

In team or group negotiations:

Integrative agreements ar________ when teams are involved rather than solo negotiators.

Implementing Six Hats Thinking when negotiating requires all participants to wear the same color hat at the same time.

Someone who negotiates for you is called:

The "hat" that negotiators can use to manage information in multiparty negotiations is called:

A coalition should engage in its own internal negotiation before it can negotiate with the larger group.

Parties for whom you negotiate are called:

Higher quality outcomes are commonly achieved when multiple issues are raised and negotiated at the same time.

When multiparty negotiations become too procedurally complex:

In a multiparty negotiation,people who are assigned Black Hat responsibilities:

A downside to coalitions is that parties that bring more resources to the coalition may demand a greater share of whatever value is eventually created.

Pressures for conformity can either unify negotiators or escalate the conflict.

In what ways do multiparties make negotiating more complex?

To preserve relationships between principals:

Having an audience during a negotiation does not have any appreciable effect on the negotiators.

A principal's relationship concerns can conflict or interfere with other important interests,and using a representative in his or her stead can eliminate this problem.

When two or more people from one party negotiate with two or more people from the other side,it is called:

What are some concerns to consider when using a representative?

Teams are typically___________ at claiming value compared to solo negotiators.