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Assignment 5: Multiparty Negotiations, Trust/Reputation.

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Assignment 5: Multiparty Negotiations, Trust/Reputation.

Negotiation and Conflict Resolution – BUS 526
June 9, 2011

Question 1: Explain how you would develop an effective negotiating team to work on multiparty negotiations. Outline the actions you would take and explain why these would be effective. Multi-party negotiation is often considered to be an exercise in coalition-building according to Lax and Sebenius (1986). Negotiators try to form coalitions in order to pool their resources and have greater influence on outcomes. In a multi-party negotiation, communication; information and exchange of ideas; trust; definition of interests and needs; and indeed the common goal between parties is more complicated hence the need for a team that understands the sixteen attributes of an effective group according to Lewicki, Saunders, & Barry, (2011, p 216-217).
An effective group and their members do the following things: 1. Test assumptions and inferences: Unchecked assumptions and inferences can lead to unfounded conclusions. 2. Share as much relevant information as possible: Information is key. 3. Focus on interest, not positions. 4. Explain the reasons behind one’s statements, questions and answers. 5. Be specific- use examples 6. Agree on the meaning of important words 7. Disagree openly with any member of the group 8. Make statements, and 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 non group members. 15. Make decisions by consensus. 16. Conduct a self-critique
The actions we will take for team

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