Chapter 10 – Multiple Parties and Teams
Chapter 10
Multiple Parties and Teams
1. (p. 210) In multiparty negotiations, multiple parties are negotiating together to achieve a
____________ objective or group consensus.
2. (p. 211) Differences are what make multiparty negotiations more complex, challenging, and
____________ to manage.
3. (p. 211) Multiparty negotiations have more ____________ at the table.
4. (p. 214) Negotiators in a multiparty negotiation can explicitly engage in ____________
building as a way to marshal support.
5. (p. 215) The chairman should listen for the emergence of the ” _____________ coalition”
among key members.
6. (p. 215) 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.
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27. (p. 211 – 215) Multiparty negotiations differ from two-party deliberations in which of the
following ways?
28. (p. 213) One of the most fundamental consequences of increasing the number of parties in a
negotiation is that
29. (p. 213) What is the result of procedural complexity in multiparty negotiations?
30. (p. 213) In multiparty negotiations, research shows that parties who approached multiple
issues simultaneously:
