Deck 10: Multiparty Negotiations: Managing the Additional

Question 1

Teams are ???typic___________ at claiming value compared to solo negotiators.

A)More adept.
B)Less adept.
C)Just as adept.
D)Not adept.

Answer 1

A

Question 2

In team or group negotiations:

A)Cohesive groups tend not to work well together.
B)Like-mindedness enhances creative thinking.
C)Six Hats Thinking techniques can help members reach a consensus in defining the situation,goals,etc.
D)Six Hats Thinking techniques will hinder members from reaching a consensus in defining the situation,goals,etc.

Answer 2

C

Question 3

Someone who negotiates for you is called:

A)A principal.
B)A stakeholder.
C)An agent.
D)A constituent.

Answer 3

C

Question 4

Negotiator orientation towards cooperation and competitiveness is a component of:

A)Informational complexity.
B)Social complexity.
C)Procedural complexity.
D)Strategic complexity.

Question 5

The "hat" that negotiators can use to manage information in multiparty negotiations is called:

A)The Blue Hat.
B)The White Hat.
C)The Red Hat.
D)The Yellow Hat.

Question 6

Parties for whom you negotiate are called:

A)Principals.
B)Audiences.
C)Agents.
D)Constituents.

Question 7

To preserve relationships between principals:

A)Executives should ask a representative to negotiate their salary and benefits packages.
B)Executives should negotiate their own salary and benefits packages.
C)Executives should use distributive bargaining to negotiate their salary and benefits packages.
D)Executives should ask a constituent to negotiate their salary and benefits packages.

Question 8

An outcome of informational complexity is that:

A)It reduces the likelihood that negotiators will make decision-making errors.
B)It increases the likelihood that negotiators will use decision-making shortcuts.
C)Differences in interests are managed more effectively.
D)Differences in positions are managed more effectively.

Question 9

Pressures for conformity can either unify negotiators or escalate the conflict.

Question 10

Increasing the number of negotiating parties changes the nature of negotiators' interaction and their behavior only marginally.

Question 11

Higher quality outcomes are commonly achieved when multiple issues are raised and negotiated at the same time.

Question 12

Integrative agreements ar________ when teams are involved rather than solo negotiators.

A)More likely.
B)Less likely.
C)Just as likely.
D)Unlikely.

Question 13

The "hat" that negotiators can use to explore the benefits,values and advantages in multiparty negotiations is called:

A)The Blue Hat.
B)The White Hat.
C)The Red Hat.
D)The Yellow Hat.

Question 14

When two or more people from one party negotiate with two or more people from the other side,it is called:

A)A coalition.
B)Intra-team negotiation.
C)Inter-team negotiation.
D)Team negotiation.

Question 15

Agreeing how to handle the larger volume of information,clarifying how information will be communicated and who will be assuming which role,and whether the negotiation will be conducted integratively or distributively,are all components of:

A)Informational complexity.
B)Social complexity.
C)Procedural complexity.
D)Strategic complexity.

Question 16

Representatives can help us achieve better outcomes as long as we choose someone who is similar to us.

Question 17

In a multiparty negotiation,people who are assigned Black Hat responsibilities:

A)Deal with risks,difficulties and problems.
B)Generate new ideas and possibilities.
C)Determine the accuracy and relevance of information.
D)Set the agenda and the focus.

Question 18

Agents may represent the interests of people other than their principals.

Question 19

______ usually work better _________ when teams are unable to secure unanimity with their principals.

A)Surveys / interviews.
B)Voting / surveys.
C)Surveys / voting.
D)Interviews / surveys.

Question 20

When multiparty negotiations become too procedurally complex:

A)Avoid using negotiauctions.
B)Avoid using protection provisions.
C)Sophisticated deal structures should be avoided.
D)Negotiate the process.

Question 21

A downside to coalitions is that parties that bring more resources to the coalition may demand a greater share of whatever value is eventually created.

Question 22

In what ways do multiparties make negotiating more complex?

Question 23

A coalition should engage in its own internal negotiation before it can negotiate with the larger group.

Question 24

What are some concerns to consider when using a representative?

Question 25

A principal's relationship concerns can conflict or interfere with other important interests,and using a representative in his or her stead can eliminate this problem.

Question 26

Implementing Six Hats Thinking when negotiating requires all participants to wear the same color hat at the same time.

Question 27

Having an audience during a negotiation does not have any appreciable effect on the negotiators.

Question 28

Describe several steps you can take to help manage multiparty negotiations.