Exam 10: Multiparty Negotiations: Managing the Additional

The "hat" that negotiators can use to explore the benefits,values and advantages in multiparty negotiations is called:

______ usually work better _________ when teams are unable to secure unanimity with their principals.

Agents may represent the interests of people other than their principals.

Agreeing how to handle the larger volume of information,clarifying how information will be communicated and who will be assuming which role,and whether the negotiation will be conducted integratively or distributively,are all components of:

Representatives can help us achieve better outcomes as long as we choose someone who is similar to us.

Describe several steps you can take to help manage multiparty negotiations.

Negotiator orientation towards cooperation and competitiveness is a component of:

Increasing the number of negotiating parties changes the nature of negotiators' interaction and their behavior only marginally.