Group Negotiation, Difficult Situations and Third Party Approaches
1. Negotiating With Relationships
a. What are the major social factors in negotiation?
b. Who are the possible parties? How are they different, and how does this affect the negotiation?
c. What are “fundamental relationship forms” and the characteristics of each?
d. What is more important when negotiating within relationships: trust or justice? Are some forms of trust better? How can one increase trust?
e. Provide examples from your experiences and incorporate your answers from “The Trust Scale” questionnaire.
2. Forming & Managing Multi-Party Coalitions
a. How do coalitions get started, and how do they grow?
b. What is a “bedfellow” and a “fence sitter”?
c. What tactics can you implement to strengthen a multi-party coalition? What are the strategies that you can implement to effectively manage the different stages of multi-party negotiations (pre-negotiation and formal negotiation)?