Reading 1
Why does bringing more issues to the table create greater opportunities for an agreement?
By expanding the scope of the problem, negotiators create new, unexpected ways to trade benefits and allow hostile groups to find aligned interests
Why is information management such a useful tool?
In multiparty situations, differing technical capacities mean that simply providing open data may not be enough.
The ability to process and translate data can become a bottleneck for power.
Fill in the blanks: Representative negotiation involves an _____ (e.g., lawyer) representing a _____ (e.g., client).
Agent/Principal
The “Zealous Advocacy” model of representative negotiation views the negotiator as being influenced solely by this.
The client’s (or principal’s) interests
Was the West Eugene Collaborative successful in meeting its goals?
Yes. While implementation has been difficult, local authorities have begun implementing the plans.
Why was the Chawaled plan opposed despite helping to develop Nofit?
Racism!
This is the biggest drawback of using representative negotiation.
Emotional detachment
Conflicting interests
Financial cost
Complication of the transaction
Complication of the transaction
Under the “Zealous Advocacy” model, the negotiator’s position and the client’s position are _______.
Identical
What is the "consensus trap"?
The consensus trap: when reaching any agreement becomes more important than solving the actual problem
Why were the Portland-based facilitators more successful in helping the WEC than the Colorado-based mediators?
The mediators approached the issue as a dispute, whereas the facilitators reframed the process into a collaborative community planning effort.
This is NOT one of the three benefits of a representative’s expertise discussed in Farrow’s “Representative Negotiation”:
Special influence
Professional responsibility
Substantive knowledge
Process expertise
Professional responsibility
This conceptual model of representative negotiation lies between the “Zealous Advocacy” and “Negotiator-as-Professional” models.
The “Boundary-Role Position” model
Despite not achieving its goal, NEOSCC created what benefits?
Database, region-specific planning tools, and strong relationships among regional decision-makers.
How do parallel processes and external circumstances constantly alter BATNA, and how can negotiators take advantage of this?
Engaging in outside, parallel processes is a common way for parties to improve their BATNA.
Multiparty scenarios must proactively monitor external legal, political, and economic circumstances that send ripple effects back to the negotiating table.
This is an advantage of representative negotiation that is most useful in divorce proceedings, where a husband and wife are antagonistic toward each other.
Tactical flexibility
Industry connections
Buffering
Cost of an expensive lawyer to reduce one’s assets
Buffering
You are negotiating on behalf of a client who instructs you to do something you think is strategically, and possibly ethically, wrong. According to the “Negotiator-as-Professional” model, this is what you should do first.
Share your concerns with the client.
What are the six dimensions that separate public multiparty conflicts from standard dyadic negotiations?
Complexity,
long time spans and changing contexts,
multiple and parallel processes,
representation/alliances/coalitions,
information imbalances, and
intervention process/decision rules/types of agreements
Why was the Nofit-Chawaled Dispute considered multiparty?
Nofit had many divergent interest sub-groups.
These issues may result in a surrogate deliberately miscommunicating information received from the other side to their client.
Lack of accountability and encouragement of escalation
Increased time cost and different incentives
Extra “moving parts” and problems of ownership
Encouragement of competition and lack of shared information
Extra “moving parts” and problems of ownership
Wiggins and Lowry state that negotiating lawyers and their clients "are like __________. Outwardly they may have an identity of goals and are bound together by…obligations; yet internally they may have divergent interests and inconsistent long term objectives."
“Allies in warfare”
FINAL WAGERING Q: Which major sport’s hall of fame is located in the NEO region? (From the first reading.)
NFL Hall of Fame (Canton, Ohio).