Negotiation Teams Working Together Introduction u OneonOne vs
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Negotiation Teams Working Together
Introduction u One-on-One vs Team Negotiation – Advantages – Disadvantages u The Leader – Obligations – General Characteristics u Team Members – Men vs. Women – General Characteristics u Teamwork – Roles – Seating Location
One-on-One vs Team Negotiations u Advantages – Distributes responsibility – Pools individual strengths – Trains junior negotiators – Saves time u Disadvantages – Increases costs – Lacks unity (possibly) – Lacks coordination – Lacks leadership (possibly)
The Leader u u Obligations – – Balance various needs Present unified front Exhibit technical expertise Take full responsibility – – – – Integrity Gregariousness Confidence Self-esteem Creativity Eloquence Good Listener Patience General Characteristics
Team Members u Avoid these temptations – Reward appointments – Individual strengths u Avoid these characteristics – Negative – “Loose Cannon” – Physically weak
Team Members u u Men vs Women Differences – – Personal Social Physical Tactical – – – – Clear goal Results-driven structure Competent team members Unified commitment Collaborative environment High standards External support Principled leadership General Characteristics
Teamwork u Good cop/Bad cop u Larger Teams – Leader – Good Guy – Bad Guy – Hardliner – Sweeper
Seating Location Bad Guy Good Guy Leader Hardliner Sweeper
Conclusion—Team Negotiations u Starts with the leader u Needs good teamwork u Eases chance for success
Bibliography u u u Curry, Jeffrey E. A Short Course in International Negotiation, Novato, (California: World Trade Press, 1999). Gheens, Susan http: //faculty. cmsu. edu/iwe/upcoming. html. Taken from a seminar entitled “Teamwork in the Communication Arts Classroom. " Accessed May 30, 2005. Hindle, Tim Negotiating Skills, (London: Dorling Kindersley, 1998), 20 -21. Opstein, Edward D. , Negotiation Strategies, LCC. http: //www. negotiationtools. com. http: //www. uow. edu. au/arts/sts/bmartin/dissent/contacts/ au_wba/whistle 200006. html Accessed May 30, 2005
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