CHAPTER 10 : Multiple Parties and Team

In this chapter, most negotiation theory has been developed under the assumption that negotiation is a bilateral process – that there are only two focal negotiators or teams of negotiators opposing each other. Yet many negotiators are multilateral or group deliberations – more than two negotiators are involved, each with his or her own interests and positions, and the group must arrive at a collective agreement regarding a plan, decision, or course of action. In this chapter, we explored the dynamics of two forms of multiparty negotiations: when multiple parties must work together to achieve a collective decision or consensus.One theme that runs through all forms of multiparty negotiation is the need to actively monitor and manage the negotiation process situations that are significantly more complex than two-party negotiations. I present here a brief set of questions that any participant in negotiations involving coalitions, multiple parties, or teams should keep in mind:

Effective groups do the following things

1. Test assumption and inferences
2. Share all relevant information
3. Focus on interests, not positions
4. Be specific - use examples
5. Agree on what important works mean
6. Explain the reasons behind one's statements, questions, and answers
7. Disagree openly with any member of the group
8. Make statements, then invite questions and comments
9. Jointly design ways to test disagreements and solutions
10. Discuss undiscussable issues

11. Keep the discussion focused
12. Do not take cheap shots or otherwise distract the group
13. Expect to have all members participate in all phases of the process
14. Exchange relevant information with nongroup members
15. Make decisions by consensus

16.Conduct a self - critique