MBAMultiparty NegotiationMultiparty Negotiatio.docx
- 1. MBA Multiparty Negotiation Multiparty NegotiationMany negotiation situations involve more than two partiesA group of students doing a group projectA group of experts designing a houseInternational forumsUnited NationsClimate change ConceptsBuilding Blocks Primary Parties (individuals, groups, nations) Coalitions (Cooperative and non-cooperative) Third Party (Agent, consultant, mediator) Entities supporting the Primary PartyBoundariesLeast complex (e.g., 3-party)Most complex (e.g., GATT Uruguay Round) Multiparty NegotiationMultipartyCoalitionsPrincipal- AgentTeamsConstituencies Three Key ChallengesDealing with CoalitionsPotential for coalitionsFormulating TradeoffCircularReciprocal Voting and Majority RuleArrow’s “Impossibility theorem”
- 2. Strategies for Multiparty NegotiationManage InformationInformation overloadUse BrainstormingAfter solitary writingAssign Process RulesAvoid Equal Share BiasStay at the Table Coalitions A coalition is a subgroup of two or more individuals who join together in using their resources to affect the outcome of a decision in a mixed-motive situation involving at least three parties. Challenges Posed by CoalitionsOptimal SizeCoalition MaintenanceA function of cost and rewardDistribution ProblemComplexA normative method of fair distribution does not exist. Strategies for Maximizing Coalition EffectivenessMake your contact early.Make agreementSeek verbal commitmentTrust and follow-throughAllocate resources among coalition members unstable coalition Principal-Agent Relationship One individual (the principal) delegates authority to another (the agent) to act on his/her behalf and whose decisions impact the principal’s welfare.
- 3. If differing interests and can’t determine agent’s act moral hazard Principal-Agent in NegotiationAdvantagesProvide substantive knowledge, expertiseEmotional detachment DisadvantagesShrinking bargaining zoneCommunication distortionLoss of controlGetting to “yes’ bias * ConstituentChallenges for constituent relationshipAccountabilityConflicts of interestStrategies for Improving Constituent RelationshipUnderstand your constituentsDon’t expect homogeneity of viewsEducate your constituent on your role and limitations Team Negotiation A small group of people, with complementary skills, who work toward common goals for which they hold joint responsibility and accountability. Challenges that Face Negotiating TeamsPicking your teammatesHow many on the team?Communication within the teamTeam Cohesion
- 4. Strategies for Improving Team NegotiationsPrepare togetherPlan scheduled breaksRole-play with each otherAssess accountability Inter-group NegotiationWalton and McKersie Model Distributive Bargaining Integrative Bargaining Attitudinal Restructuring Intra-organizational Bargaining Case Study: MIT-TLONita Nelson – Director of TLODifferent stakeholders – balancing needsProcess transformation – distributive to win-winStrategies:UnbundlingBrain- stormingEthical and fairResilient and willing to stand up to pressure