Question 1

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?
A) Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically.
B) Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough.
C) Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation.
D) Negotiators can explicitly engage in coalition building as a way to marshal support.
E) Negotiators will have to find satisfactory ways to explain modification of their positions.

Accepted Answer

This consequence is actually a possibility for negotiators, as they could try to simplify the negotiation to a two-party negotiation even when other parties are present in the room. However, it is not guaranteed to happen, as negotiators may also choose to account for the complexities and dynamics of a multi-party negotiation. The other options (A, B, D, and E) are all likely consequences of negotiations in full view of all group members.

Question 2

In ____________ technique, after a brainstormed list of solution options is created, group members rank, rate or evaluate the alternatives in terms of the degree to which each alternative solves the problem.

Accepted Answer

nominal-group

Question 3

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:
A) achieved lower quality agreements.
B) increased the likelihood of achieving agreement.
C) exchanged less information.
D) have less insight into the preferences and priorities of the other parties at the table.
E) Research shows that parties who approached multiple issues simultaneously achieved all of the above.

Accepted Answer

Research shows that parties who approach multiple issues simultaneously increase the likelihood of achieving agreement in multiparty negotiations.

Question 4

In multiparty negotiations, multiple parties are negotiating together to achieve a ____________ objective or group consensus.

Accepted Answer

The answer of In multiparty negotiations, multiple parties are negotiating...

Question 5

What is the result of procedural complexity in multiparty negotiations?
A) The fewer the number of parties, the more complex the decision making process becomes.
B) The increased number of negotiators will streamline the decision making process.
C) Negotiators can ignore the problem of multiple related issues.
D) Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want.
E) All of the above are the result of procedural complexity in multiparty negotiations.

Accepted Answer

Procedural complexity in multiparty negotiations often leads to a need for negotiators to discuss how they will manage the process to arrive at a desired solution or agreement. The other choices are incorrect as they do not accurately reflect the result of procedural complexity in multiparty negotiations.

Question 6

Multiparty negotiations differ from two-party deliberations in which of the following ways?
A) Multiparty negotiations have more negotiators at the table.
B) More issues and more information are introduced than when two parties negotiate.
C) The environment changes from a one-on-one dialogue to small group discussion.
D) The process for multiparty negotiators is more complex than two-party ones.
E) All of the above statements about multiparty negotiations are true.

Accepted Answer

All of the statements about multiparty negotiations are true. Multiparty negotiations typically involve more negotiators, more issues, and more information than two-party negotiations. The dynamic of the negotiation changes from a one-on-one dialogue to a discussion among multiple parties. The negotiation process is more complex for multiparty negotiations, with more considerations for managing relationships and egos among the various parties involved.

Question 7

____________ of multiparty negotiations must be sensitive to keeping tight control over the group process while not directly affecting the group's outcome.

Accepted Answer

The answer of ____________ of multiparty negotiations must be sensitive...

Question 8

During the information management phase of multiparty negotiations, ____________ "patrol" the environment and bring in relevant external information that may be useful to the group.

Accepted Answer

The answer of During the information management phase of multiparty...

Question 9

One of the most fundamental consequences of increasing the number of parties in a negotiation is that
A) the negotiation situation tends to become less lucid.
B) the negotiation situation tends to become more complex.
C) the negotiation situation tends to become more demanding.
D) there will be more values, interests, and perceptions to be integrated or accommodated.
E) All of the above are fundamental consequences of increasing the number of parties in a negotiation.

Accepted Answer

Increasing the number of parties in a negotiation can result in a less lucid, more complex, and more demanding situation. Additionally, there will be more values, interests, and perceptions to be integrated or accommodated. Therefore, all of the above options are correct.

Question 10

In a competitive negotiation, parties are likely to use information ____________-sharing very little with other parties, while attempting to gain much information from others

Accepted Answer

The answer of In a competitive negotiation, parties are likely...

Question 11

Many complex international negotiations give a great deal of time to the question of who will be ____________ and who can speak for others.

Accepted Answer

The answer of Many complex international negotiations give a great...

Question 12

Multiparty negotiations can be greatly facilitated by the presence of a ____________ chairperson.

Accepted Answer

The answer of Multiparty negotiations can be greatly facilitated by...

Question 13

Polzer, Mannix and Neale argue that ____________ are the most significant force in shaping which parties will enter coalitions with each other in a multiparty negotiation.

Accepted Answer

The answer of Polzer, Mannix and Neale argue that ____________...

Question 14

Negotiators in a multiparty negotiation can explicitly engage in ____________ building as a way to marshal support.

Accepted Answer

The answer of Negotiators in a multiparty negotiation can explicitly...

Question 15

Differences are what make multiparty negotiations more complex, challenging, and ____________ to manage.

Accepted Answer

The answer of Differences are what make multiparty negotiations more...

Question 16

Multiparty negotiations have more ____________ at the table.

Accepted Answer

The answer of Multiparty negotiations have more ____________ at the...

Question 17

Remember that the person who does the ____________ often has more power than others, because he or she gets to ____________ the agreement in his or her own language and may bias or selectively remember some points and omit others.

Accepted Answer

The answer of Remember that the person who does the...

Question 18

The chairman should listen for the emergence of the "____________ coalition" among key members.

Accepted Answer

The answer of The chairman should listen for the emergence...

Question 19

The drawback, of course, is that many group members may be satisfied with the first solution-either because it already incorporates their views or because the difficulty of achieving it may sap their ____________ for exerting any time and energy to improve it.

Accepted Answer

The answer of The drawback, of course, is that many...

Question 20

During the information management phase of multiparty negotiations, ____________ norms reflect the way the group engages in sharing and evaluating the information that is introduced.

Accepted Answer

The answer of During the information management phase of multiparty...

Quiz 13: Multiple Parties and Teams

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?