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Negotiations: Coalition and the Roles of Participants

1) Describe the process for forming a coalition. Why do coalitions form? Under what circumstances will you form a coalition in negotiations?
2) Describe the roles of constituent and agent in a negotiation. How can you manage constituent outcomes and behavioral contract as an agent? How can you manage outcomes and behavioral contract with your agent?

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1) Describe the process for forming a coalition. Why do coalitions form? Under what circumstances will you form a coalition in negotiations?

A coalition is a collection of two or more parties within a larger social setting who work together to pursue mutually desirable goals (Guo and Lim, 2007; Murnighan, 1986). Coalition formation involves following process:
1. Coalitions start with a founder: The founder initiates the coalition. He identifies the objective, agenda and actions that needed to be achieved from the coalition formation.
2. Coalitions build by adding one member at a time: Coalitions are built by adding members; one at a time. The process is usually driven by the founder.
3. Coalitions need to achieve critical mass: Coalitions grow continuously, and after reaching joining threshold, other people begin to join the coalition and become members of the coalition.
4. Coalitions exclude: Coalitions don't always include, it sometimes excludes members when necessary.
5. Weak ties can be strong: Founders of coalition give ...

Solution Summary

The Solution explains forming a coalition during a negotiation proceeding and why one might be formed. It also identifies the roles of negotiation participants (constituent and agent).

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