Chapter 13 , Negotiation and transaction book

• 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?

• How will the parties involved actually make a deci-sion? That is, what decision rules will be used? Whyare these the best posible rules?

• How can the parties use iterations-multiple rounds of discussion-to achieve their objectives? (This may be particularly approprite when the decision rule is consensus-_or the best-quality agreement- because consensus may not be achievable in a single iteration.)

• 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.)

• How will negotiations change if we have two or more organized teams negotiating against each other, eachrepresented by agents? What happens to both within- team and between-team dynamics?