Multi-Party Negotiation and Power
Review these course notes, which summarize the advantages and disadvantages of coalitions and the challenges of multi-party negotiations. For example, complexities are informational, procedural, and social during multi-party negotiations. Pay attention to the definition and characteristics of a coalition and the decisions, processes, and procedures of multi-party negotiations. The notes emphasize that the social aspect of groups and parties can help or hinder the outcome.
Multiparty Negotiations
Coalitions
- Definition: two or more parties who agree to
cooperate in order to achieve some mutually
desirable goal
- A way for individually weaker parties to gain power
- May be unstable: in the coalition game for any
dyad, the excluded party can offer a better deal to one
member in an alternative grouping.
- Complex mixture of cooperation and
competition:
- cooperation with fellow coalition members
- competition with other coalitions
- but also seeking cooperation with
individual members from other coalitions
to poach
- but also seeking cooperation with
individual members from other coalitions
to poach
- competition with fellow coalition members
over allocating rewards
- cooperation with fellow coalition members
Characteristics of Coalitions
- Often form one member at a time
- Tend to be formed independently of formal
organizational structure
- Often are dependent on persuasion and trust
(fears of defection, fear of leaked information)
Do coalitions help OR hurt the reaching of integrative solutions?
The Complexities of Multiparty
- Informational complexity
- Much more information to keep track of (various interests,
positions, perceptions, BATNAs, strategies)
- Your alternative to an agreement often is not "no deal" but
other parties making a deal that excludes you
- Challenge equals
- (i) figure out parameters into which solution must fit
- (ii) avoiding "tunnel vision" of groups and generating creative
solutions given various interests
- Avoid triggering negative emotions (hard to do without a
good process)
- (i) figure out parameters into which solution must fit
- Much more information to keep track of (various interests,
positions, perceptions, BATNAs, strategies)
The Complexities of Multiparty Negotiations
- Procedural complexity: How do you make sure
everyone has an opportunity to speak and hold a
constructive discussion?
- Free form?
- Go around the table?
- Opening statement followed by open discussion?
- Free form?
- Decision rules:
- Majority rule? Unanimity? Consensus?
- Majority rule? Unanimity? Consensus?
- Social complexity
- Dynamics in groups are different from dyads (not just
additive, people behave differently in groups)
- Beware: pressures of group think and conformity to
emerging consensus
- Studies show group effects on perception and behavior
- Status differences can intensify this dynamic
- Stay conscious of this dynamic and remain in touch with colleagues who are not in the group
Source: MIT OpenCourseware, https://s-saylor-academy-moodle.catalyst-ca.net/pluginfile.php/33751/mod_resource/content/4/BUS403-4.1-PowerandNegotiationMultipartyNegotiations-CC-BY-NC-SA-4.0.-pdf..pdf
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