Deck 9: Multiple Parties, coalitions, and Teams

Question 1

Negotiators may need to communicate with another person in the presence of someone who should not understand their message.Ideally,the negotiator wants to communicate information to his or her group in a way that the counterparty does not understand or make the group aware that a surreptitious communication is taking place.This communication situation is called the:

A)hidden table
B)multiple audience problem
C)questionable ethics problem
D)passive misrepresentation

Answer 1

B

Question 2

A multi-party negotiation is formed when three or more individuals attempt to resolve perceived differences of interest.A key difference between two-party and multi-party negotiations is:

A)faster information sharing in multiparty negotiations
B)equalization of outcomes in multiparty negotiations
C)more accurate judgments in multiparty negotiations
D)the potential for a subset of members to form a coalition in multiparty negotiation

Answer 2

D

Question 3

Groups tend not to make many proposals and explore options or alternatives in a systematic fashion in negotiations.What problem does this exemplify?

A)Information pooling
B)Condorcet paradox
C)Tunnel vision
D)Naïve realism

Answer 3

C

Question 4

Regarding trust and temptation in coalitions,what is meant by the term,coalitional integrity?

A)Group members shouldn't form coalitions too early in the negotiation process,before they can find out which group members behave without integrity
B)Coalition members should always be truthful with one another regarding their individual opinions
C)When a new coalit ion structure forms that offers greater gain to members,coalition me mbers often stay with their current coalition
D)Agreements made amongst coalition members are full of integrity

Question 5

With regard to combining members' preferences to reach a consensus,the impossibility theorem states that:

A)there is not a best way to derive a group's preference from combining individual preferences
B)there is not a best way to derive individual preferences from analyzing a group's overall preference
C)groups take much longer to reach agreement than two-party negotiations
D)groups often fail to see a positive bargaining zone when it actually exists

Question 6

A coalition is best defined as a group of two or more individuals who combine their resources to affect the decision outcome of a mixed-motive situation involving at least three parties.One of the most effective strategies for enhancing coalitional effectiveness is to:

A)make unilateral concessions amongst group members
B)obtain verbal commitments ,as people often feel obligated to follow through with promises they make with others
C)increase the functional distance between coalition members
D)allocate resources by a needs-based equity distribution system amongst coalition members

Question 7

Negotiations often involve several parties.The people who do the actual negotiation are known as the primary table.The secondary table in negotiation refers to the:

A)counterparty's bargaining team
B)parties' hidden interests and unexpected coalitions
C)constituents who have authority over the agreement but may not be physically present
D)biases that affect the primary table

Question 8

When a negotiating party is embedded within an organization,several peripheral players may have an indirect stake in the outcome.A _______ is on the same side of the negotiation table as the principal but exerts an independent influence on the outcome through the principal.

A)common-identity group
B)coalition
C)common-bond group
D)constituent

Question 9

Often there are power differences in group negotiation.Unbalanced power relationships can produce:

A)less coalitions defecting from the larger group
B)fewer integrative agreements
C)a reduced likelihood of a bargaining impasse
D)less competitive behavior

Question 10

There are several advantages of working with an agent in a negotiation.In most principal-agent relationships,an agent's authority is limited with respect to:

A)making concessions or agreements
B)joining professional affiliations
C)providing a buffer zone
D)targeting key strategies

Question 11

The creative strategy of ______ can be of great help to negotiators seeking creative negotiation agreements.This strategy involves people sharing individual ideas by written notes and capitalizes on the fact that individuals are better at generating ideas than groups.

A)sequential bargaining
B)brainwriting
C)reciprocal trade-offs
D)information pooling

Question 12

When negotiators arrange to have their preferred alternatives entered at later stages of a sequential voting process,what psychological principle are they taking advantage of?

A)Majority rule - all individual votes count by the same weight
B)In-Group bias - a pattern of favoring members of one's in-group over out-group members
C)Impossibility theorem - the derivation of group preference from individual's preferences is indeterminate
D)Condorcet paradox - the winners of majority rule elections will change as function of the order in which the alternatives are proposed

Question 13

Sometimes,negotiators hire agents to act on their behalf in negotiations.In a study of home buyers and sellers,home selling prices were highest when the agent knew only:

A)the seller's reservation price
B)the buyer's reservation price
C)the seller's time constraints
D)the buyer's time constraints

Question 14

Which of the following is generally true with regard to coalitions in negotiation?

A)All parties' interests are perfectly aligned
B)Members of the coalition cooperate to gain an advantage in the larger group,but compete with one another over the division of resources
C)Members of the coalition compete with one another to gain advantage in the larger group,but cooperate with one another when dividing resources
D)Members use circular tradeoffs with the larger group and reciprocal tradeoffs among coalition members

Question 15

Agents have an incentive to make transactions happen and are motivated to apply pressure to whomever is motivated to reach a deal.Therefore a key challenge of working with agents is that:

A)the agent has limited authority to offer price reductions
B)the emotional detachment and tactical flexibility provided by an agent may make it hard for the counterparty to infer the principal's interests
C)an agent's incentives are not perfectly aligned with the principal's
D)the agent doesn't act as a face-saving buffer for the principal

Question 16

Consider a multiparty negotiating situation.How does the tradeoff strategy of circular logrolling work?

A)Negotiators each give and exchange resources with each other
B)Each group member offers a counterparty member a concession on one issue while receiving a concession from a different group member on a different issue
C)One party gives a concession and receives a cash bond from another party
D)Tradeoffs are all presented at once and each member gets to select which ones work best for them

Question 17

When a group member votes for their least-preferred option to ensure that their preferred strategy is not eliminated in the first round of voting,what is that group member doing?

A)Horizon thinking
B)Information pooling
C)Strategically misrepresenting preferences
D)They are under the influence of the agreement bias

Question 18

What are some of the problems with voting,specifically with majority rule? Consider the example in Exhibit 9-3.Explain the theorem underlying the problem these voters faced?

Question 19

Which of the following statements is true about unanimity rule in negotiations?

A)It is time consuming and it encourages group members to consider creative alternatives to expand the size of the pie
B)It allows individuals to express their preferences to the group
C)It fosters the development of mutually beneficial trade-offs
D)Voting by the unanimity rule eliminates all conflicts of interest

Question 20

In a group negotiation,people often need to vote to make decisions.Strategic voting misrepresentation refers to:

A)members of coalitions pressuring individuals to vote for a particular choice
B)group members taking votes when the timing is right for them to prevail
C)group members not counting certain votes that have been legitimately submitted
D)group members not always voting based upon their actual preferences

Question 21

On what types of tasks would a team outperform an individual? Why? What is the team efficacy effect and how does it differ from the actual results of team vs.solo negotiations?

Question 22

What are some interpersonal strategies for effectively navigating coalitions?

Question 23

What are the three different types of constituencies,and how do they affect negotiations? What are some of the challenges and strategies for improving constituent relationships?

Question 24

Given that multiparty negotiations are complex and present special challenges,what are some of the strategies negotiators might use to enhance their ability to expand and slice the pie in a multiparty context?

Question 25

What are some strategies for maximizing coalitional effectiveness?

Question 26

What are the key challenges of multiparty negotiations?

Question 27

What advantages can be realized by using agents to represent one's interests?