I BUSINESS AND NON-PROFIT ORGANIZATIONS AS THE OBJECT OF RESEARCH
$QGU]HM.R]LQD
MULTIPARTY NEGOTIATIONS
– RESEARCH PROBLEMS FORMULATION
Abstract
The objective of this paper is to identify crucial research problems occurring in multiparty negotiations. The formulation of those problems is necessary to elaborate methodological framework for the analysis of such negotiations, in order to find effective tools of conducting them. Firstly, the general idea of multiparty negotiations was presented, pointing out their features in comparison with typical, two-party (bilateral) negotiations. Secondly, in the subsequent parts of the paper, crucial research problems of multiparty negotiations analysis were characterized, according to the dimensions of complexity of such negotiations, namely: informational and computational, social, procedural and strategic ones. Moreover some potential solutions to those problems were suggested as well. Summing up the paper, the subsequent areas of research were pointed out.
Kewords: business negotiations, multiparty negotiations, features of multiparty negotiations, complexity of multiparty negotiations, strategies of multiparty negotiations.
1. Introduction
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ÌG]DQLD
QXPHURXVLVVXHVDQGSDUWLHVLQYROYLQJFRQVLGHUDEOHULVN7KHPRVWYLWDOIDFWRUV XQGHUOLQLQJWKHLPSRUWDQFHRIPXOWLSDUW\QHJRWLDWLRQVDUHWKHWHFKQRORJLFDO GHYHORSPHQW DQG VXEVWDQWLDO EURDGHQLQJ RI NQRZOHGJH LQ PDQ\ GRPDLQV RI DFWLYLWLHVFKDQJHVLQPDQDJHPHQWV\VWHPVZLWKLQFRQWHPSRUDU\FRPSDQLHV PDLQO\ GHFHQWUDOL]DWLRQ RI GHFLVLRQ PDNLQJ DQG VRFLDO PDQQHU RI KXPDQ QDWXUH >.DPLØVNL SS @ 7KHUHIRUH LW LV QHFHVVDU\ WR VHDUFK IRU HIIHFWLYH PHWKRGRORJLFDO WRROV RI DQDO\]LQJ DQG FRQGXFWLQJ PXOWLSDUW\ QHJRWLDWLRQVZKLFKFRXOGIDFLOLWDWHUHVROYLQJSUDFWLFDOSUREOHPVRFFXUULQJLQ VXFKQHJRWLDWLRQV
+RZHYHULWPD\EHREVHUYHGWKDWGHVSLWHWKHNH\UROHSOD\HGE\WKHLVVXH RI PXOWLSDUW\ QHJRWLDWLRQV VR IDU QR FRPPRQO\ UHFRJQL]HG FRPSOH[ DQG FRKHUHQWPHWKRGRORJLFDOFRQFHSWRIWKRVHQHJRWLDWLRQVKDVEHHQHODERUDWHG $OWKRXJK QXPHURXV ZRUNV RQ PXOWLSDUW\ QHJRWLDWLRQV KDYH EHHQ ZULWWHQ YHU\ IHZ DXWKRUV KDYH DWWHPSWHG WR HVWDEOLVK VXFK D FRQFHSW ndQR SULRU DWWHPSWKDVEHHQPDGHWRRUJDQL]HDQGGHVFULEHNQRZOHGJHIURPWKHYDULRXV GLVFLSOLQHV UHSUHVHQWHG ZLWKLQ WKLV ILHOG RI VWXG\o >&UXPS *OHQGRQ @ 2QO\SDUWLDOVROXWLRQVWRVHOHFWHGSUREOHPVKDYHEHHQVXJJHVWHGOLPLWHGWRROV RI DQDO\VLV DSSOLHG DQG LQFLGHQWDO HPSLULFDO VWXGLHV FDUULHG RXW PDLQO\ LQ WKH ILHOG RI LQWHUQDWLRQDO UHODWLRQV >=DUWPDQ @ >&UXPS @ >'XSRQW @,WLVIDLUO\HDV\WRILQGUXOHVIRUGHDOLQJZLWKQHJRWLDWLRQVLQYROYLQJWZR SDUWLHVDQGRQO\DIHZLVVXHVKRZHYHULQUHDOZRUOGVXFKQHJRWLDWLRQVRFFXU YHU\UDUHO\>:DWNLQVS@
7DNLQJ LQWR FRQVLGHUDWLRQ WKH ZHDNQHVVHV RI WKH UHVHDUFK RQ PXOWLSDUW\ QHJRWLDWLRQV SRLQWHG RXW DERYH WKLV SDSHU DLPV DW SUHVHQWLQJ DQ DXWKRUmV LQWURGXFWRU\ PHWKRGRORJLFDO IUDPHZRUN IRU VXFK QHJRWLDWLRQV QHFHVVDU\ WR HODERUDWHFRPSUHKHQVLYHUHVHDUFKDJHQGDRQWKHP$IWHUGHVFULELQJWKHIHDWXUHV RIPXOWLSDUW\QHJRWLDWLRQVLQFRPSDULVRQZLWKWZRSDUW\RQHVPDMRUUHVHDUFK LVVXHVRQPXOWLSDUW\QHJRWLDWLRQVZLOOEHLGHQWLI\LQWKHVFRSHRI50.UDPHUmV FRQFHSW FRQVLGHULQJ IRXU GLPHQVLRQV RI FRPSOH[LW\ LQ VXFK QHJRWLDWLRQV LH LQIRUPDWLRQDO DQG FRPSXWDWLRQDO VRFLDO SURFHGXUDO DQG VWUDWHJLF RQHV >.UDPHU@
2. The Features of Multiparty Negotiations
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
SDUWLHV JRDOV DQG LQWHUHVWV 7KHQ WKH SDUWLHV PXVW DGMXVW ERWK DOWHUQDWLYHV DQG FULWHULD WR UHDFK FRPPRQ JURXQG 7KH RWKHU LPSRUWDQW DVSHFWV RI EXVLQHVV QHJRWLDWLRQV DUH DV IROORZV FRQIOLFW UHVROXWLRQ DQG VHDUFK IRU DQ DJUHHPHQW EHWZHHQSDUWLHVWKXVFUHDWLQJPXWXDOGHSHQGHQFHXSRQHDFKRWKHULQWHUSHUVRQDO FRPPXQLFDWLRQ PXWXDO H[FKDQJH RI WDQJLEOH DQG LQWDQJLEOH YDOXHV DV ZHOO DV QHZYDOXHVFUHDWLRQ>/HZLFNL6DXQGHUV%DUU\0LQWRQSS>5]ÌGFD SS@>.DPLØVNLSS@>.R]LQDSS@
2QWKHRWKHUKDQGZKHQLWLVQHFHVVDU\WRQHJRWLDWHDWWKHVDPHWLPHZLWK PRUHWKDQRQHSDUWQHUXVXDOO\RQQXPHURXVLVVXHVWKHIRUPRIQHJRWLDWLRQ GLIIHUV VXEVWDQWLDOO\ IURP WKDW W\SLFDO IRU WZRSDUW\ QHJRWLDWLRQV %RWK WKH QXPEHU RI WKH SDUWLHV DQG UHODWLRQV EHWZHHQ WKHP DIIHFW WKH FRPSOH[LW\ RI VXFK QHJRWLDWLRQV LQFOXGLQJ DOO DERYH PHQWLRQHG SURFHVVHV FKDUDFWHUL]LQJ QHJRWLDWLRQVLQJHQHUDODQGGHFLVLRQPDNLQJSURFHVVLQSDUWLFXODU
n1HJRWLDWLRQV LQYROYLQJ PXOWLSOH SDUWLHV DUH FRPSOH[ EHFDXVH RI WKH SRWHQWLDOQXPEHURILQWHUDFWLQJYDULDEOHV8QGHUVWDQGLQJPXOWLSDUW\QHJRWLDWLRQ LVKLQGHUHGE\DODFNRIWKHRU\WKDWFDQDGHTXDWHO\H[SODLQWKHPXOWLSOLFLW\RI LQWHUDFWLRQV WKDW W\SLFDOO\ FKDUDFWHUL]H VXFK QHJRWLDWLRQV 1HJRWLDWLRQ VLGHV SDUWLHVDQGUROHVDUHMXVWVRPHRIWKHPDQ\YDULDEOHVWKDWLQWHUDFWWRSURGXFH RXWFRPHV7KHFRPSOH[LW\JHQHUDWHGWKURXJKVXFKLQWHUDFWLRQLVDFKDOOHQJHIRU WKHRU\GHYHORSPHQWo>&UXPS*OHQGRQ@
0DMRU IHDWXUHV RI PXOWLSDUW\ QHJRWLDWLRQV FRPSDUHG WR WKH DWWULEXWHV RI ELODWHUDORQHVDUHVKRZQLQWDEOH
7DEOH7KH&RPSDULVRQEHWZHHQ7ZRDQG0XOWLSDUW\1HJRWLDWLRQV
)HDWXUH 7ZRSDUW\QHJRWLDWLRQV 0XOWLSDUW\QHJRWLDWLRQV 0XWXDOGHSHQGHQFHVDQG UHODWLRQV 8QHTXLYRFDOKRPRJHQHRXV VLPSOHDQGUHODWLYHO\HDV\WR LGHQWLI\DQGDQDO\]H (TXLYRFDOKHWHURJHQHRXV FRPSOLFDWHGGLIILFXOWWR LGHQWLI\DQGDQDO\]H 7HUPVFRQGLWLRQVRI SRWHQWLDODJUHHPHQW 5HFLSURFDODFFHSWDQFHRI ERWKSDUWLHVLVUHTXLUHGZKLOH PDNLQJGHFLVLRQV 7KHDFFHSWDQFHRIDOOVLGHVLV QRWDOZD\VQHFHVVDU\DQG?RU SRVVLEOH 1HJRWLDWRUVmEHKDYLRU 0XWXDOUHDFWLRQVWRRQHmV EHKDYLRUV 1HJRWLDWRUVmEHKDYLRUV FRQVLGHUVWRRPXFKEURDGHU DQGPXOWLGLPHQVLRQDOFRQWH[W 1DWXUHRISURFHVVHV &RPPXQLFDWLRQH[FKDQJH DQGYDOXHFUHDWLRQSURFHVVHV ZLWKLQELODWHUDOUHODWLRQV +LJKFRPSOH[LW\RIWKRVH SURFHVVHV 3RWHQWLDOQHJRWLDWLRQ VWUDWHJLHV 7ZREDVLFVWUDWHJLHV FRRSHUDWLYHDQGFRPSHWLWLYH RQHVSRVVLEO\WKHLUGLIIHUHQW PL[WXUHVDQGFRPELQDWLRQV *UHDWHUQXPEHURISRWHQWLDO VWUDWHJLHVRIWKHSDUWLHV 6RXUFHRZQHODERUDWLRQEDVHGRQ>.DPLØVNLS@
7KHFRPSOH[LW\RIPXOWLSDUW\QHJRWLDWLRQVPD\EHDQDO\]HGDFFRUGLQJWR VHYHUDOGLPHQVLRQVZKLFKDOORZVXVWRLGHQWLI\NH\UHVHDUFKSUREOHPVLQWKH GLVFXVVHGILHOG
3. Informational Complexity of Multiparty Negotiations
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ØVNLS@
,QRUGHUWRUHVROYHWKHDERYHOLVWHGLQIRUPDWLRQDOSUREOHPVIURPWKHSRLQW RIYLHZRIDOOSDUWLHVWKHIROORZLQJVWHSVVKRXOGEHXQGHUWDNHQ
,QWURGXFHDJHQHUDOGHVFULSWLRQRIWKHQHJRWLDEOHVLWXDWLRQ ,GHQWLI\WKHVLWXDWLRQDFFRUGLQJWRLWVGLPHQVLRQVqVHHWDEOH 'HILQH WKH VFRSH RI WKH DQDO\VLV VHOHFWLRQ RI SDUDPHWHUV GHVFULELQJ
WKRVHGLPHQVLRQVqVHHWDEOH 'HWHUPLQHLQIRUPDWLRQDOQHHGVDGHTXDWHWRWKHVFRSHRIDQDO\VLV 5HFRJQLWLRQVHOHFWLRQDQGTXDOLW\HYDOXDWLRQRIGDWDVRXUFHV *DWKHULQIRUPDWLRQDQGYHULI\LWVXVDJH *URXSGDWDLQWRWRSLFVVHWVUHIOHFWLQJVXEVWDQWLDOQHJRWLDWLRQLVVXHV 3DUWLDODQDO\VHVRIWKRVHLVVXHVPDUNHWILQDQFLDORUJDQL]DWLRQDOHWF RQHV 6HWWRJHWKHUDQGFRPSDUHWKHUHVXOWVRIWKHDQDO\VLV (ODERUDWLRQRIFRPSOH[IUDPHZRUNIRUQHJRWLDWLRQVLWXDWLRQV\QWKHVLV
7DEOH)UDPHZRUNRI1HJRWLDEOH6LWXDWLRQ'HVFULSWLRQ 'LPHQVLRQV 3DUDPHWHUVIHDWXUHV 1HJRWLDWLQJSDUWLHV QHJRWLDWRUVRUWHDPV UHSUHVHQWLQJSDUWLFXODU FRPSDQLHV pJRDOVQHHGVDQGLQWHUHVWV pLQLWLDOVWDUWLQJSRVLWLRQ pDOWHUQDWLYHRSWLRQVVROXWLRQVDQGFULWHULDIRUWKHLU HYDOXDWLRQ pVFRSHVDQGOLPLWVRISRWHQWLDOFRQFHVVLRQV pQHJRWLDWLRQVWUDWHJLHVVW\OHVDQGWHFKQLTXHV pRIIHUVWHQGHUVELGV pGHPDQGVDUJXPHQWVTXHVWLRQVDQGGLOHPPDV pYLHZVDWWLWXGHVPDQQHUVH[SHFWDWLRQVDQGGHVLUHV pFRPSHWHQFHVNQRZOHGJHDELOLWLHVFDSDELOLWLHVDQGVNLOOV pDYDLODEOHUHVRXUFHVILQDQFLDOLQIRUPDWLRQDOPDWHULDODQG QRQPDWHULDO pSHUIRUPDQFHSRVVLELOLWLHVDQGREVWDFOHVGLIILFXOWLHV pVWUHQJWKVDQGZHDNQHVVHVDVDVXPPDU\ ,QWHUQDO QHJRWLDWLQJ HQYLURQPHQW FRQWH[W 5HODWLRQV EHWZHHQ SDUWLHV pLQWHUGHSHQGHQFHVEHWZHHQJRDOVDQGLQWHUHVWVFRQYHUJHQW FRPPRQGLYHUJHQWFRQIOLFWDQGGLIIHUHQWRQHV pVFRSHRISRWHQWLDOH[FKDQJHSRVVLELOLWLHVDQGOLPLWDWLRQV pQHJRWLDWRUVmEDUJDLQLQJSRZHU pUHFLSURFDOUHODWLRQVKLSVFXUUHQWDQGIRUWKFRPLQJ pSRVVLELOLWLHVDQGOLPLWDWLRQVRIQHJRWLDWLRQVFRQFHUQLQJ WLPHSODFHWHFKQLFDOIDFLOLWLHVDXGLHQFHSDUWLFLSDWLRQRU RWKHUSDUWLHVDQGJURXSRILQWHUHVWVHJPHGLDWRUVH[WHUQDO SUHVVXUHVDQGRWKHUIDFWRUV 'RPDLQ SURFHVV YHQWXUH SURMHFW HWF pQHJRWLDWLRQVVXEMHFWREMHFWHJVSHFLILFSURGXFWDQG?RU VHUYLFHUHIOHFWHGE\TXDQWLWDWLYHDQGTXDOLWDWLYHDWWULEXWHV pVXEVWDQWLDOVFRSHRIQHJRWLDWLRQVqLVVXHVWREHFRQVLGHUHG LQSRWHQWLDOFRQWUDFW pVSHFLILFIHDWXUHVRIWKHWUDQVDFWLRQHJFRPSOH[LW\ULVN LQYROYHGUHTXLUHGVWDQGDUGVHWF ([WHUQDO QHJRWLDWLQJ HQYLURQPHQW 'LUHFW FRQWUDF WXDO 2WKHUSRWHQWLDOSDUWQHUVWRQHJRWLDWLRQVGHVFULEHGE\ WKHVDPHSDUDPHWHUVDVWKHSDUWLHVFXVWRPHUVFOLHQWV VXSSOLHUVVXEFRQWUDFWRUVFRRSHUDWLYHVHWFDVZHOODV FRPSHWLWRUVDVQHFHVVDU\YLHZSRLQWVQRWDFWXDOSDUWQHUV ,QGLUHFW JHQHUDO ,QFOXGLQJWKHIROORZLQJIDFWRUV pSROLWLFDOHFRQRPLFVRFLDOWHFKQRORJLFDO3(67DQDO\VLV pHFRORJLFDODQGOHJDO 6RXUFHRZQHODERUDWLRQ ,WVKRXOGEHVWUHVVHGWKDWDVDUXOHZKLOHVWDWLQJRQRQHmVRZQWKHIHDWXUHV RI RWKHU SDUWLHV LQYROYHG LQ QHJRWLDWLRQV RQO\ DSSUR[LPDWH LQFRPSOHWH DQG LQVXIILFLHQWGDWDGHVFULELQJWKHPDQGWKHLUSRVLWLRQVPD\EHDYDLODEOHGXHWR REMHFWLYHOLPLWDWLRQV
4. Social Complexity of Multiparty Negotiations
7KDW GLPHQVLRQ RI FRPSOH[LW\ UHIOHFWV ERWK SV\FKRORJLFDO LQGLYLGXDO DQGVRFLRORJLFDOJURXSDVSHFWVRIKXPDQEHKDYLRULQQHJRWLDWLRQV3RWHQWLDO SUREOHPVDUHFDXVHGE\WKHODUJHQXPEHUDQGGLYHUVLW\RIJRDOVQHHGVYLHZV H[SHFWDWLRQV DWWLWXGHV HWF RI QHJRWLDWLQJ SDUWLHV DV ZHOO DV WKH FRXUVH RI LQWHUDFWLRQEHWZHHQWKHP(LWKHULQGLYLGXDOVmEHKDYLRURUJURXSSURFHVVHVVXFK DV WKH JURXSWKLQN V\QGURPH JURXS SRODUL]DWLRQ DQG ULVN\ VKLIW SKHQRPHQD PD\VXEVWDQWLDOO\UHVWULFWUDWLRQDODFWLYLW\ZLWKLQQHJRWLDWLRQV>.UDPHU@ >.DPLØVNLSS@ 6RFLDOFRPSOH[LW\RIPXOWLSDUW\QHJRWLDWLRQVVHHPVWREHWKHPRVWGLIILFXOW LVVXHRIWKHLUDQDO\VLV$WWKHSUHOLPLQDU\VWDJHRIVXFKDQDO\VLVWKHDFWLYLWLHV QHFHVVDU\WRSHUIRUPDQDQDO\VLVPD\EHSHUFHLYHGIURPWKHIROORZLQJWKUHH SHUVSHFWLYHV ,QGLYLGXDOQHJRWLDWRUVqLWLVQHHGIXOWRLGHQWLI\DQGDQDO\]HDOOFUXFLDO IHDWXUHVRIHDFKSDUWLFLSDQWWRQHJRWLDWLRQVLQFOXGLQJERWKVHHWDEOH p VXEVWDQWLDO PDWWHUV q LVVXHV WR EH QHJRWLDWHG JRDOV DQG LQWHUHVWV
QHJRWLDWLRQWRROVVWUDWHJLHVRIIHUVDUJXPHQWVWHFKQLTXHVDQGVR RQ
p SV\FKRORJLFDO LVVXHV q QRW WR EH QHJRWLDWHG EXW LQIOXHQFLQJ VXEVWDQWLDO PDWWHUV VXFK DV SHUVRQDOLWLHV QHHGV DWWLWXGHV H[SHFWDWLRQVGHVLUHVDQGVRRQ
(QWLUHJURXSVDQGSRWHQWLDOVXEJURXSVRIQHJRWLDWRUVqWKHUXOHVRIJURXS IRUPLQJ WKHLU DWWULEXWHV VWUXFWXUHV DQG LQWHUQDO SURFHVVHV HVSHFLDOO\ LQWHUSHUVRQDO FRPPXQLFDWLRQ DQG GHFLVLRQ PDNLQJ DFWLYLWLHV JURXS UROHV LQWHUDFWLRQ EHWZHHQ WKHLU PHPEHUV WKH SURV DQG FRQV RI WKHLU SHUIRUPDQFHDQGVRQR
5HFLSURFDO LQWHUDFWLRQ EHWZHHQ LQGLYLGXDOV DQG JURXSV VXEJURXSV q HLWKHU WKH LPSDFW RI LQGLYLGXDOV RQ JURXS VWUXFWXUHV DQG SURFHVVHV WKHPDWWHURIOHDGHUVKLSLQSDUWLFXODURUWKHLQIOXHQFHRIWHDPVRQWKHLU PHPEHUVHVSHFLDOO\E\DSSO\LQJJURXSVWDQGDUGVRIEHKDYLRU
7KH PRVW LPSRUWDQW SUREOHP WR EH VROYHG ZKLOH VRFLDO FRPSOH[LW\ RI PXOWLSDUW\ QHJRWLDWLRQV LV EHLQJ DQDO\]HG LV WKH HODERUDWLRQ DQG LPSOHPHQWDWLRQ RI GHFLVLRQ PDNLQJ SURFHGXUHV PDLQO\ WKH VHOHFWLRQ RI DSSURSULDWH GHFLVLRQ WHFKQLTXHV DQG UXOHV >5XELQ 6ZDS @ >.DPLØVNL SS@
,WVKRXOGEHDGGHGWKDWIRUPDQ\PXOWLSDUW\QHJRWLDWRUVLWLVQRWREYLRXV ZKDWNLQGRISDUWLFLSDQWVVKRXOGEHFRQVLGHUHGLHKRZWRGHILQHQHJRWLDWLQJ VLGHV 7KHUHIRUH ZLGH PHWKRGRORJLFDO IUDPHZRUN RI PXOWLSDUW\ QHJRWLDWLRQ DQDO\VLVPXVWEHLQFOXGHGWKDWFRPSULVHVWKHIROORZLQJDVSHFWVWKHVRFDOOHG cEXLOGLQJEORFNVo>&UXPS*OHQGRQ@
SULPDU\SDUW\UHODWLRQVSULPDU\SDUWLHVHQJDJHGLQDQHJRWLDWLRQ FRRSHUDWLYH UHODWLRQV EHWZHHQ SDUWLHV RQ WKH VDPH VLGH FRDOLWLRQDO
UHODWLRQV QRQFRRSHUDWLYHUHODWLRQVLQVLGHDnVLQJOHSDUW\oWKDWLVQRWEHKDYLQJDV DXQLWDU\HQWLW\ WKLUGSDUW\UHODWLRQVDUELWHUVPHGLDWRUVPRGHUDWRUVHWF HQWLWLHVSURYLGLQJVXSSRUWWRDSULPDU\SDUW\DJHQWVH[SHUWVDGYLVRUV HWF ,QFOXGLQJDOOSRVVLEOHSDUWLFLSDQWVWRPXOWLSDUW\QHJRWLDWLRQVOLVWHGDERYH PD\LQFUHDVHVXEVWDQWLDOO\WKHVRFLDOFRPSOH[LW\RIWKRVHQHJRWLDWLRQVGXHWR WKHODUJHQXPEHUDQGDKLJKGLIIHUHQWLDWLRQLQLQGLYLGXDODQGJURXSIHDWXUHVDV ZHOODVLQWHUJURXSLQWHUDFWLRQV
5. Procedural Complexity of Multiparty Negotiations
$VIDUDVWKDWGLPHQVLRQRIPXOWLSDUW\QHJRWLDWLRQFRPSOH[LW\LVFRQFHUQHG QXPHURXV SUREOHPV UHJDUGLQJ WKH RUJDQL]DWLRQ RI WKH QHJRWLDWLRQV SURFHVV PXVWEHLGHQWLILHGDQGVROYHG7KHVHDUHWKHLVVXHVFRQFHUQLQJHODERUDWLRQDQG LPSOHPHQWDWLRQRISURSHUSURFHGXUHVDQGUXOHVUHIHUULQJWRWKHSDUWLFLSDQWVRI QHJRWLDWLRQV WKHLU DJHQGD DQG VFKHGXOH WKHLU SODFH DQG WHUULWRU\ PDQQHU RI FRQGXFWLQJGLVFXVVLRQVDQGGLVSXWHVVHTXHQFHDQGWLPHRISUHVHQWDWLRQVDQG VRRQ>.UDPHU@>.DPLØVNLSS@
,WPD\EHREYLRXVWKDWWKHJUHDWHUWKHQXPEHURISDUWLHVLQDQHJRWLDWLRQ WKH PRUH FRPSOLFDWHG WKH SURFHVV ZLOO EHFRPH %XW EH SUHSDUHG IRU WKH IDFW WKDWWKLVFRPSOH[LW\DIIHFWVHYHU\DVSHFWRIWKHQHJRWLDWLQJSURFHVV7KDWLVWKH MRLQWGHYHORSPHQWRISURFHGXUDOJXLGHOLQHVDQGJURXQGUXOHVWKHSURYLVLRQRI RSSRUWXQLWLHVWRVSHDNWKHVFKHGXOLQJRIQHJRWLDWLRQVHVVLRQVWKHVKDULQJRI LQIRUPDWLRQDVZHOODVMRLQWGHFLVLRQPDNLQJZLOODOOUHTXLUHPXFKPRUHWLPH DQGFRQFHQWUDWLRQWKDQLVWKHFDVHLQELODWHUDOQHJRWLDWLRQV>+RIIPDQ@ ,WLVVXJJHVWHGWKDWWKHQHJRWLDWLRQVSURFHVVEHIRUPDOL]HGWRVXFKH[WHQW WKDWWKHUXOHVDQGSURFHGXUHVZRXOGIDFLOLWDWHWKDWSURFHVVZLWKRXWGLVWXUELQJ LW LH WKRVH UHJXODWLRQV VKRXOG QRW EH WRR ULJRURXV SURYLGLQJ QHJRWLDWRUV ZLWK VXIILFLHQW IOH[LELOLW\ 7KH LPSOHPHQWDWLRQ RI D VWHS E\ VWHS SURFHVV RI VWDWLQJ VXFK UHJXODWLRQV LV UHFRPPHQGHG VWDUWLQJ IURP D JHQHUDO RXWOLQH RI WKH QHJRWLDWLRQ SURFHVV VHH WDEOH DQG WKHQ JUDGXDOO\ PDNH WKDW SURFHVV PRUHDQGPRUHGHWDLOHGDQGSUHFLVHE\UHFLSURFDODFWLYLWLHVDQGDOLJQPHQWVRI QHJRWLDWRUVFRQFHUQLQJVXEVHTXHQWLVVXHV7KHHODERUDWLRQRIQHJRWLDWLRQUXOHV DQGSURFHGXUHVRXJKWWREHFRPSOHWHGZKHQWKHHQWLUHDJUHHPHQWFRQFHUQLQJ WKRVHUHJXODWLRQVLVUHDFKHG,QRUGHUWRLPSOHPHQWWKHPVXFFHVVIXOO\WKHWDVNV DQGWKHUHVSRQVLELOLW\RIDOOQHJRWLDWLQJSDUWQHUVWRSHUIRUPSDUWLFXODUDFWLYLWLHV ZLWKLQWKHSURFHVVPXVWEHGHILQHGSUHFLVHO\DQGXQHTXLYRFDOO\
7DEOH*HQHUDOGHVFULSWLRQRIQHJRWLDWLRQVSURFHVV 6XESURFHVVHV 3KDVHVVWDJHV 1HJRWLDWLRQSODQQLQJ ,GHQWLILFDWLRQDQGSUHQHJRWLDWLRQDQDO\VLV 'HWHUPLQLQJWKHVFRSHDQGVWUDWHJ\RIQHJRWLDWLRQV &UHDWLRQRIRSHUDWLRQDOSODQUHVRXUFHVDOORFDWLRQ &RQGXFWLQJQHJRWLDWLRQ ,QLWLDOL]DWLRQRSHQLQJSKDVH &RUHLQKHUHQWQHJRWLDWLRQVPLGGOHSKDVH 6XPPLQJXSFORVLQJSKDVH 1HJRWLDWLRQUHFDSLWXODWLRQ &RQWUDFWHODERUDWLRQDQGLPSOHPHQWDWLRQ (YDOXDWLQJWKHHIIHFWLYHQHVVRIQHJRWLDWLRQV 6RXUFHRZQHODERUDWLRQ
6. Strategic Complexity of Multiparty Negotiations
7KDW GLPHQVLRQ RI PXOWLSDUW\ QHJRWLDWLRQ FRPSOH[LW\ DSSHDUV WR EH WKH PRVW LPSRUWDQW HOHPHQW ,W FRQYHUJHV ZLWK RWKHU GLPHQVLRQV RI FRPSOH[LW\ DQG UHVXOWV IURP REMHFWLYH GLIILFXOWLHV FRQQHFWHG ZLWK WKH FODVVLILFDWLRQ DQG VHOHFWLRQRIDPXOWLSDUW\QHJRWLDWLQJVWUDWHJ\DQGGHILQLQJWKHVWUDWHJ\DVZHOO DV SDUWLFXODU QHJRWLDWLQJ WRROV RIIHU DUJXPHQWV WHFKQLTXHV >.UDPHU @ >.DPLØVNLSS@
7DNLQJ LQWR FRQVLGHUDWLRQ WKH GHILQLWLRQ DQG IHDWXUHV RI PXOWLSDUW\ QHJRWLDWLRQVVHHWKHVHFRQGSDUWRIWKLVSDSHUWKHWKUHHIXQGDPHQWDOFULWHULDWR FODVVLI\WKHLUVWUDWHJLHVPD\EHXVHG(DFKRIWKHFULWHULDDOORZVDGLVWLQJXLVKLQJ RI WZR WKXV VL[ LQ WRWDO LH WKUHH SDLUV RI EDVLF SXUH VLQJOHGLPHQVLRQDO QHJRWLDWLRQVWUDWHJLHVGHVFULEHGEHORZ
,QFOXGLQJ general attitude towards negotiations (WKHLU SDUWLHV JRDOV PXWXDO UHODWLRQV DQG FRQWH[W ZKLFK LV UHIOHFWHG LQ WKH WUDGLWLRQDO FRQFHSWRILQWHJUDWLYHYHUVXVGLVWULEXWLYHEDUJDLQLQJ>:DOWRQ0F.HUVLH @WZREDVLVVWUDWHJLHVPD\EHGLVWLQJXLVKHGQDPHO\
p FRRSHUDWLYH q WKH QHJRWLDWRU LV IRFXVHG RQ ILQGLQJ VROXWLRQV DOORZLQJWRVDWLVI\DOOSDUWLHVmLQWHUHVWVWRUHDFKFRPPRQJURXQG DQGORRNLQJIRUSRWHQWLDODOOLHV p FRPSHWLWLYHqWKHQHJRWLDWRUVHDUFKHVIRUVROXWLRQVVDWLVI\LQJRQO\ KLVRZQLQWHUHVWVDQGIHQGVRIIKLVRSSRQHQWV 7KHVHDUHYHU\ZHOONQRZQLQOLWHUDWXUH>/HZLFNL6DXQGHUV%DUU\0LQWRQ SS@>NegocjacjedSS@>.DPLØVNLSS@ >.R]LQDSS@ ,QFRQVLGHULQJQHJRWLDWRUmVEDUJDLQLQJSRZHUWZRSXUHVWUDWHJLHVFRPH WRWKHVXUIDFH
p VXSHULRULW\ VXSUHPDF\ ZKHQ WKH SRVLWLRQ RI SDUWLFXODU QHJRWLDWRU
DJDLQVWRWKHUSDUWLHVLVUHODWLYHO\VWURQJKHGRPLQDWHVRYHURWKHUVDQG KDVPDQ\SRVVLELOLWLHV
p LQIHULRULW\ VXERUGLQDWLRQ q UHIOHFWLQJ D ZHDN QHJRWLDWRUmV SRVLWLRQ VXERUGLQDWHGWRRWKHUSDUWLHVDQGKDYLQJOLPLWHGRSSRUWXQLWLHV
7KHVHUHIOHFWWKHDFWXDOQHJRWLDWRUmVSRVVLELOLW\IRUFRQWUROOLQJWKHSURFHVV DQG VFRSH RI QHJRWLDWLRQV E\ GHWHUPLQLQJ RWKHU SDUWLHVm DFWLYLWLHV >/HZLFNL 6DXQGHUV%DUU\0LQWRQS@>5]ÌGFDS@>.R]LQDSS @
$FFRUGLQJWRSRVVLEOHPHWKRGVRIFRQGXFWLQJQHJRWLDWLRQVLQUHODWLRQWR RWKHUSDUWLHVZLWKLQDJURXSWZREDVLFVWUDWHJLHVFDQEHSRLQWHGRXW p LQGLYLGXDO q WKH QHJRWLDWRU DFWV VROHO\ RQ KLV RZQ EXW LPSDFWLQJ
LQGLUHFWO\KLVSDUWQHUV
p FRPPRQ WKH QHJRWLDWRU LV LQYROYHG LQ WHDPZRUN GLUHFWO\ DQG VXEVWDQWLDOO\LQIOXHQFLQJJURXSVWUXFWXUHDQGSURFHVVHV
7KHSXUHQHJRWLDWLRQVWUDWHJLHVOLVWHGDERYHDUHQRWVXIILFLHQWWRUHIOHFWWKH FRPSOH[LW\ RI PXOWLSDUW\ QHJRWLDWLRQV 7KHUHIRUH LW LV QHFHVVDU\ WR FRPELQH WKH WKUHH FODVVLILFDWLRQ FULWHULD LH ORRN DW WKRVH VWUDWHJLHV IURP D WKUHH GLPHQVLRQDO SHUVSHFWLYH ZKLFK OHDGV WR HODERUDWLQJ HLJKW SRWHQWLDO UHVXOWDQW VWUDWHJLFRSWLRQVqVHHWDEOH
7DEOH7KUHHGLPHQVLRQDOFODVVLILFDWLRQRIPXOWLSDUW\QHJRWLDWLQJVWUDWHJLHV
6WUDWHJLHVEDVLF↓→
UHVXOWDQW; ,QGLYLGXDO &RPPRQ &RRSHUDWLYH 6XSHULRULW\ (QWUHSUHQHXULDO
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
7KHPRVWUHFRPPHQGHGVWUDWHJ\RIPXOWLSDUW\QHJRWLDWLRQVWREHFRQVLGHUHG LVRQHWKDWLVIRFXVHGRQIRUPLQJDFRDOLWLRQ>'XSRQW@>9DQRYHU@
+RZHYHUREMHFWLYHGLIILFXOWLHVZLWKLWVLPSOHPHQWDWLRQDUHXVXDOO\PHWEHLQJ FDXVHGE\OLPLWHGSRVVLELOLWLHVDQGUHVRXUFHVLHZHDNEDUJDLQLQJSRZHUWKH VWUDWHJ\RIDFFHVVLRQWRFRDOLWLRQVHHPVWREHPRUHUHDOLVWLFDQGSURPLVLQJ
7KH RSSRUWXQLW\ IRU FUHDWLQJ FRDOLWLRQV LV WKH VXEVWDQWLDO GLIIHUHQFH EHWZHHQ ELODWHUDO DQG PXOWLSDUW\ QHJRWLDWLRQV >Negocjacjed S @ &RDOLWLRQV PDNH LW SRVVLEOH IRU WZR RU PRUH FRRSHUDWLQJ SDUWLHV WR DFKLHYH GHVLUHGVDWLVIDFWRU\UHVXOWVIURPDSRLQWRIYLHZRIFRDOLWLRQLQWHUHVWVDQGQRW XSIRUQHJRWLDWLQJ>3RO]HU0DQQL[1HDOH@8QOLNHIRUPDODOOLDQFHVWKH REMHFWLYHV RI FRDOLWLRQV DUH XVXDOO\ VKRUWWHUP DQG OLPLWHG WR VSHFLILF LVVXHV DQGLQWHUHVWV>'XSRQW@&RDOLWLRQVDOORZWKHVWUHQJWKHQLQJRIEDUJDLQLQJ SRZHURIWKHLUSDUWLFLSDQWVWRVXFKDQH[WHQWWKDWWKH\PD\SUHVHQWWKHLURZQ LQGLYLGXDORIIHUVRUDWOHDVWEORFNRWKHUQHJRWLDWRUVmSURSRVDOVZKLFKWKH\ILQG XQDFFHSWDEOH>NegocjacjedS@
7. Conclusions
,W VKRXOG EH VWUHVVHG WKDW WKH REMHFWLYHV RI WKH VWXG\ KDYH EHHQ PHW FRPSOHWHO\ 7KH LQWURGXFWRU\ UHVHDUFK DJHQGD IRU WKH PXOWLSDUW\ QHJRWLDWLRQ SURFHVVHODERUDWHGE\WKHDXWKRUDQGSUHVHQWHGLQWKHSDSHUFRQVWLWXWHDYHU\ XVHIXOPHWKRGRORJLFDOIUDPHZRUNIRUDQDO\VLV%\GLVWLQJXLVKLQJDQGGHVFULELQJ NH\ SUREOHPV RFFXUULQJ ZLWKLQ PXOWLSDUW\ QHJRWLDWLRQV UHDO SRVVLELOLWLHV RI WKHLUDSSOLFDWLRQWRWKHDQDO\VLVRISUDFWLFDOVLWXDWLRQVRIQHJRWLDWLRQKDYHEHHQ FUHDWHGDVZHOO
2QWKHRWKHUKDQGWKHSUHVHQWHGFRQFHSWLVDVXEMHFWIRUIXUWKHUUHVHDUFK LQ RUGHU WR GHILQH LW PRUH SUHFLVHO\ DQG LQ PRUH GHWDLO $FFRUGLQJ WR WKH GLPHQVLRQVRIPXOWLSDUW\QHJRWLDWLRQFRPSOH[LW\WKHPRVWXUJHQWLVVXHVWREH LQYHVWLJDWHGDUHDVIROORZV
GHVLJQLQJ HIIHFWLYH SURFHVVHV RI JDWKHULQJ RUGHULQJ DQG HYDOXDWLQJ RI LQIRUPDWLRQ HQDEOLQJ XV WR FUHDWH FRPSOH[ DQG FRPSUHKHQVLYH GHVFULSWLRQRIQHJRWLDWLRQVLWXDWLRQ
LGHQWLI\LQJ DQG FODULI\LQJ ERWK LQGLYLGXDO DQG JURXS IHDWXUHV RI DQG LQWUDJURXS UHODWLRQV ZLWKLQ PXOWLSDUW\ QHJRWLDWLRQV WR IDFLOLWDWH WKH DQDO\VLVRIWKHLUVRFLDOLPSOLFDWLRQV
FUHDWLQJ UDWLRQDO SURFHGXUHV DQG UXOHV IRU PXOWLSDUW\ QHJRWLDWLRQV FRPSULVLQJXVHIXODQGDSSOLFDEOHVWDQGDUGVRIWKHLUSHUIRUPLQJ
FODVVLI\LQJPXOWLSDUW\QHJRWLDWLRQVWUDWHJLHVDQGHVWDEOLVKLQJUXOHVIRU VHOHFWLQJWKHPDQGDGMXVWLQJWRSDUWLFXODUQHJRWLDWLRQVVLWXDWLRQV ,Q RUGHU WR IDFLOLWDWH WKH LPSOHPHQWDWLRQ RI WKH GLVFXVVHG FRQFHSW LW LV QHFHVVDU\ WR FDUU\ RXW FRPSDUDWLYH HPSLULFDO UHVHDUFK IRFXVHG RQ WKH YHULILFDWLRQRIWKDWFRQFHSW
55
References
&UXPS/Multiparty Negotiation and the Management of Complexity n,QWHUQDWLRQDO1HJRWLDWLRQoYROQR
&UXPS / *OHQGRQ $, Towards a Paradigm of Multiparty
Negotiationn,QWHUQDWLRQDO1HJRWLDWLRQoYROQR
'XSRQW&Coalition Theory. Using Power to Build Cooperation>Z@ :,=DUWPDQUHGInternational Multilateral Negotiation. Approaches
to the Management of Complexity-RVVH\%DVV6DQ)UDQFLVFR
+RIIPDQ ( Negotiating Agreements in Multi-party 0XOWLLVVXH &RQWH[WVn3XEOLF6HFWRU'LJHVW6XPPHU
.DPLØVNL - 1HJRFMRZDQLH 7HFKQLNL UR]ZLÌ]\ZDQLD NRQIOLNW¿Z 3ROWH[W:DUV]DZD
.R]LQD$3ODQRZDQLHQHJRFMDFMLZSU]HGVL§ELRUVWZLH:\GDZQLFWZR 8QLZHUV\WHWX(NRQRPLF]QHJRZ.UDNRZLH.UDN¿Z
.UDPHU50The More the Merrier?. Social Psychological Aspects of
Multiparty Negotiations in Organizations>Z@%LHV5-/HZLFNL5-
6KHSSDUG%+HGResearch on Negotiation in Organizations.YRO *UHHQZLFK&RQQ
/HZLFNL5-6DXQGHUV'0%DUU\%0LQWRQ-:Zasady negocjacji.
.RPSHQGLXP ZLHG]\ GOD WUHQHUÕZ L PHQHGHUÕZ 'RP :\GDZQLF]\
5HELV3R]QDØ
Negocjacje+DUYDUG%XVLQHVV(VVHQWLDOV07%L]QHV/WG.RQVWDQFLQ -H]LRUQD
3RO]HU-70DQQL[($1HDOH0$Interest Alignment and Coalitions
in Multiparty Negotiation n$FDGHP\ RI 0DQDJHPHQW -RXUQDOo
YROQR
5XELQ -= 6ZDS :&@ Small Group Theory. Forming Consensus
Through Group Processes>Z@International Multilateral Negotiation. Approaches to the Management of Complexity :, =DUWPDQ UHG
-RVVH\%DVV3XEOLVKHUV6DQ)UDQFLVFR
5]ÌGFD5Negocjacje w interesach3:(:DUV]DZD
9DQRYHU0Get Things Done through Coalitions>Z@/HZLFNL5- /LWWHUHU -$ 6DXQGHUV '0 0LQWRQ -: Negotiation. Readings,
Exercises, and Cases 6HFRQG (GLWLRQ ,UZLQ +RPHZRRG %RVWRQ
0$
:DOWRQ 5( 0F.HUVLH 5% A Behavioral Theory Of Labor
Negotiations: An Analysis of a Social Interaction System 0F*UDZ
+LOO1HZ<RUN
:DWNLQV 0 6]WXND QHJRFMDFML Z EL]QHVLH ,QQRZDF\MQH SRGHM~FLH
56
=DUWPDQ:,7ZRtV&RPSDQ\DQG0RUHtVD&URZG7KH&RPSOH[LW\
of Multilateral Negotiation >Z@ =DUWPDQ :, UHG International Multilateral Negotiation. Approaches to the Management of Complexity-RVVH\%DVV6DQ)UDQFLVFR