Chapter 13

Libro "Negotiation Seventh Edition "

1. What are the consequences of the parties failing to agree due to the increased complexities we identified here? What happens if there is no agreement? 2. How will the parties involved actually make a deci- sion? That is, what decision rules will be used? Why are these the best posible rules? 3. How can the parties use iterations-multiple rounds of discussion to achieve their objectives? (This may be particularly appropriate when the decision rule is consensus-_or the best-quality agreement- because consensus may not be achievable in a single iteration.) 4. Do we need a designated chair or facilitator? Should it be a neutral outsider, or can one of the parties fill this role? What tactics can a facilitator use to manage the process in order to ensure that the best decision is reached? (These tactics might include ensuring that the parties are exposed to a variety of information sources, managing the process to make sure that the group considers and discusses all available informa- tion thoroughly, and structuring the group's agenda with care.) 5. How will negotiations change if we have two or more organized teams negotiating against each other, each represented by agents? What happens to both within- team and between-team dynamics?