Key Challenges of Multiparty Negotiations; Key Strategies for Dealing with Multiparty Negotiations; Coalitions; (Dis)Advantages to Using Agents; Strategies for Effectively Working with agents; Constituents; Challenges That Face Negotiating Teams; Strategies for Improving Team Negotiations; Challenges of intergroup Negotiations; Strategies for optimizing Intergroup Negotiations

1. Multiple Parties, Coalitions, and
Teams
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2. Key Challenges of Multiparty
Negotiations
• Dealing with coalitions
• Formulating trade-offs (Circular, Reciprocal)
• Voting and majority rule
• Communication breakdowns
▫ Private caucusing
▫ Biased interpretation
▫ Perspective-taking failures (curse of knowledge)
▫ Indirect speech acts
▫ Multiple audience problem

3. Key Strategies for Dealing with
Multiparty Negotiations
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• Know who will be at the table
• Manage information and systematize proposal making
• Use brainstorming wisely
• Develop and assign process roles
• Stay at the table
• Strive for equal participation
• Allow for some points of agreement, even if only on
process
• Avoid the “equal shares” bias
• Avoid the agreement bias
• Avoid sequential bargaining

4. Coalitions
• Key challenges of coalitions
▫ Optimize size
▫ Trust and temptation
▫ Dividing the pie
• Strategies for maximizing coalitions
effectiveness
▫ Make your contact early
▫ Seek verbal contracts
▫ Use unbiased-appearing rationale to divide the pie
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5. Advantages to Using Agents
• Expertise
• Substantive knowledge
• Networks and special influence
• Emotional detachment
• Ratification
• Face-saving
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6. Disadvantages to Using Agents
• Shrinking ZOPA
• Incompatible incentive structure
• Communication distortion
• Loss of control
• Agreement at any cost
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7. Strategies for Effectively Working with
agents
• Shop around
• Know your BATNA before meeting with agents
• Communicate interests without giving away your BATNA
• Capitalize on the agent’s expertise
• Tap into your agent’s sources of information
• Discuss ratification
• Use your agent to help save face
• Use your agent to buffer emotions

8. Constituents
• Challenges for constituents relationships
▫ Accountability
▫ Conflicts of interest
• Strategies for improving constituents relationships
▫ Communicate with your constituents
▫ Do not expect homogeneity of constituent views
▫ Educate your constituents on your role and your
limitations
▫ Help your constituents do horizon thinking

9. Challenges That Face Negotiating
Teams
• Picking your teammates
• How many on the team?
• Communication on the team (information pooling)
• Team cohesion
• Information processing (common information bias)

10. Strategies for Improving Team
Negotiations
• Prepare together
• Plan scheduled breaks
• Assess accountability

11. Challenges of intergroup Negotiations
• Stereotyping
• Changing identities
• In-group bias and downward social comparison
• Extremism and naïve realism

12. Strategies for optimizing Intergroup
Negotiations
• Separate conflict of interest from symbolic
conflict
• Search for common identity
• Avoid the out-group homogeneity bias
• Mere contact strategy