商務談判英語:What Dynamics Can Make a Multiparty Negotiation Effective? (1)

Multiparty negotiation looks a lot like group decision making because it involves a group of parties trying to reach a common solution in a situation where the parties’ preferences may diverge. Consequently, understanding multiparty negotiation means, in part, understanding the attributes of an effective group. Effective groups and their members do the following things:

1. Test assumptions and inferences. In effective groups, each individual member makes his or her assumptions and inferences clear by articulating them and checking them out with others. Unchecked assumptions and inferences can lead to unfounded conclusions.

2. Share as much relevant information as possible. In a competitive negotiation, parties are likely to use information strategically – sharing very little with other parties while attempting to gain much information from others. However, effective groups require the type of information sharing that occurs in integrative negotiation in order to maximize the information available to the parties to find solutions that meet the interests of all. Thus, parties should discuss their interests, but not disclose their walkaway or BATNA.

3. Focus on interests, not positions. As in an integrative negotiation, multiparty deliberations should use procedures that surface the underlying interests of individual members, rather than just their stated positions: sharing information, asking questions, and probing for underlying interests or needs.

4. Explain the reasons behind one’s statements, questions, and answers. Disclosing interests requires that we be clear to others about what is most important and that we indicate the reasons why those things are important.

5. Be specific – use examples. Parties should attempt to talk in specific terms about directly observable behaviors, people, places, and events. Generalities can lead to misunderstandings or ambiguity that can send problem solving off the track.

6. Agree on the meaning of important words. Participants should be careful to fully explain and define key words or language that may be part of the agreement. For example, if parties agree that all decisions will be made by consensus, they should all have the same definition of what will constitute “consensus” – voting procedures, general support by most members, or full support by 100 percent of the members.