Question 1

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

Accepted Answer

A)  achieved lower quality agreements. 
B)  increased the likelihood of achieving agreement. 
C)  exchanged less information. 
D)  has less insight into the preferences and priorities of the other parties at the table. 
E)  Research shows that parties who approached multiple issues simultaneously achieved all of these.

Question 2

Most of the complexities in multiparty negotiations will increase linearly, if not exponentially, as more parties, constituencies, and audiences are added.

Accepted Answer

A) True 
 B)False

Question 3

Many complex international negotiations devote a great deal of time to the question of just who will be recognized and who can speak for others. The issue about participants can be decided by asking which of the following questions?

Accepted Answer

A)  Whose presence is likely to keep other parties from achieving their objectives? 
B)  Whose presence is likely to help other parties achieve their objectives? 
C)  Who could spoil the deal if they were excluded? 
D)  All of the answers (less answer 
E)  are correct 
E)  None of the answers are correct

Question 4

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?

Accepted Answer

A)  Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically. 
B)  Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough. 
C)  Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation. 
D)  Negotiators can explicitly engage in coalition-building as a way to marshal support. 
E)  Negotiators will have to find satisfactory ways to explain modification of their positions.

Question 5

The drawback of the Delphi technique is that many group members may be satisfied with the first solution presented.

Accepted Answer

A) True 
 B)False

Question 6

What is the result of procedural complexity in multiparty negotiations?

Accepted Answer

A)  The fewer the number of parties, the more complex the decision making process becomes. 
B)  The increased number of negotiators will streamline the decision making process. 
C)  Negotiators can ignore the problem of multiple related issues. 
D)  Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want. 
E)  All of the answers are correct.

Question 7

A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as

Accepted Answer

A)  nominal group technique. 
B)  the Delphi technique. 
C)  brainstorming. 
D)  the consensus technique. 
E)  the compromise technique.

Question 8

Multiparty negotiations have less negotiators at the table.

Accepted Answer

A) True 
 B)False

Question 9

Negotiators in a multiparty negotiation can explicitly engage in coalition-building as a way to marshal support.

Accepted Answer

A) True 
 B)False

Question 10

What is the major fundamental consequence of increasing the number of parties in the negotiation situation?

Accepted Answer

The answer of What is the major fundamental consequence of...

Question 11

A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.

Accepted Answer

A) True 
 B)False

Question 12

The pre-negotiation phase of multilateral negotiations

Accepted Answer

A)  is when the parties are employing decision rules and criteria. 
B)  manages the group process and outcome. 
C)  is when the chair is appointed. 
D)  is characterized by lots of informal contact among the parties. 
E)  All of the answers are correct

Question 13

In multiparty negotiations, multiple parties do not negotiate together to achieve a collective objective or group consensus.

Accepted Answer

A) True 
 B)False

Question 14

When a chairperson is also advocating a particular position or preferred outcome, it will be difficult for that individual to act or be seen as "neutral."

Accepted Answer

A) True 
 B)False

Question 15

Teams are always better at claiming value than individuals.

Accepted Answer

A) True 
 B)False

Question 16

When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. Identify which of the pointers below for how to chair a multiparty negotiation effectively is not correct.

Accepted Answer

A)  Explicitly describe the role you will take as chair. Assure individual members that they will have an opportunity to make opening statements or other ways of placing their individual concerns and issues on the table. 
B)  Introduce the agenda or build one based on the group's issues, concerns, and priorities. Be an active gatekeeper. 
C)  Make logistical arrangements that will help the negotiation process. Listen for interests and commonalities. 
D)  Introduce unnecessary ground rules or let the parties suggest them to distract. Introduce internal information that will help illuminate the issues and interests. 
E)  Create or review decision standards and rules. Summarize frequently, particularly when conversation becomes stalled, confused, or tense.

Question 17

In the pre-negotiation stage, issues about participants can be decided on the basis of all the following except:

Accepted Answer

A)  who are the key coalition members 
B)  who are the veto players 
C)  who are the desirable coalition members 
D)  who are the key coalition blockers 
E)  All of these answers are correct

Question 18

The team chairperson should listen for the emergence of the "snowballing coalition" among key members.

Accepted Answer

A) True 
 B)False

Question 19

Multiparty negotiations differ from two-party deliberations in which of the following ways?

Accepted Answer

A)  Multiparty negotiations have more negotiators at the table. 
B)  More issues and more information are introduced than when two parties negotiate. 
C)  The environment changes from a one-on-one dialogue to a small-group discussion. 
D)  The process for multiparty negotiators is more complex than two-party ones. 
E)  All of the answers are correct.

Question 20

What are the three key stages and phases that characterize multilateral negotiations?

Accepted Answer

A)  the pre-negotiation stage, the actual negotiation stage, and the managing the agreement stage. 
B)  the coalition building stage, the relationship development stage, the networking stage. 
C)  the coalition building stage, the networking stage, and the actual negotiation stage. 
D)  the pre-negotiation stage, the networking stage, and the managing the agreement stage. 
E)  None of these list the three key stages and phases that characterize multilateral negotiations.

Exam 10: Confronting the Dark Side: Deception and Ethical Dilemmas

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

Most of the complexities in multiparty negotiations will increase linearly, if not exponentially, as more parties, constituencies, and audiences are added.

Many complex international negotiations devote a great deal of time to the question of just who will be recognized and who can speak for others. The issue about participants can be decided by asking which of the following questions?

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?

The drawback of the Delphi technique is that many group members may be satisfied with the first solution presented.

What is the result of procedural complexity in multiparty negotiations?

A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as

Multiparty negotiations have less negotiators at the table.

Negotiators in a multiparty negotiation can explicitly engage in coalition-building as a way to marshal support.

What is the major fundamental consequence of increasing the number of parties in the negotiation situation?

A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.

The pre-negotiation phase of multilateral negotiations

In multiparty negotiations, multiple parties do not negotiate together to achieve a collective objective or group consensus.

When a chairperson is also advocating a particular position or preferred outcome, it will be difficult for that individual to act or be seen as "neutral."

Teams are always better at claiming value than individuals.

When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. Identify which of the pointers below for how to chair a multiparty negotiation effectively is not correct.

In the pre-negotiation stage, issues about participants can be decided on the basis of all the following except:

The team chairperson should listen for the emergence of the "snowballing coalition" among key members.

Multiparty negotiations differ from two-party deliberations in which of the following ways?

What are the three key stages and phases that characterize multilateral negotiations?