Exam 9: Multiple Parties,Coalitions,and Teams

Message tuning refers to ________.

During a multiparty negotiation,the negotiators involved in the negotiation are not able to take a decision.To break the stalemate,they opt for sequential voting.One of the negotiators,Ted,arranges to have his preferred alternatives entered during the later stages of the sequential voting process because he knows that the alternatives that are proposed later,as opposed to earlier,are more likely to survive sequential voting.Which of the following concepts is Ted using?

During a multiparty negotiation,a few members of the group form a coalition.Some of those who are not part of the coalition try to persuade coalition members to leave,while the leaders of the coalition look for ways to keep it together.Which of the following is most likely to ensure that the coalition remains intact?

In the context of the principal-agent negotiation,which of the following statements is true regarding agents?

You want to buy a house and you appoint an agent to help you get a good deal.In order to work effectively with this agent,you should ________.

Bernard is a marketing manager at Apex Inc.His team is developing a marketing strategy for launching a new product.Bernard knows that most groups suggest fewer and lower-quality ideas than do individuals thinking independently.So he asks his team members to write down their ideas independently and later,when the group meets,they share those ideas.Which of the following strategies is Bernard using in this case?

The most common procedure used to aggregate preferences of team members is ________.

Which of the following is an advantage of using agents?

Discuss the disadvantages of majority rule.

During a negotiation,you feel that your group members are underestimating the number of feasible options available.You ask group members how many feasible agreements they think are possible.On average,people estimate that three feasible agreements are possible but you know that there are around 20 feasible outcomes.Based on this example you conclude that the group is experiencing the problem of ________.

In a multiparty negotiation,the weak group members can obtain a greater share of resources by ________.

Which of the following is most likely to be a key difference between two-party and group negotiations?

Full-group communication ________.

Within groups that demonstrate pro-self motives,majority rule leads to more integrative and less distributive behavior.

The goals of this strategy are to increase communication and reciprocity between groups while reducing mistrust,thereby allowing for deescalation of hostility and creation of a greater array of possible outcomes.Identify the strategy in the discussion.

Horizon thinking involves ________.

Common-bond groups are composed of members who ________.

Majority rule hinders the development of mutually beneficial trade-offs.

Voting in combination with other decision aids,such as agendas,may be especially detrimental to the attainment of efficient outcomes because it ________.

Common-identity groups are composed of members who are attracted to particular members in the group.