Negotiation Teams Working Together Introduction u OneonOne vs

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Negotiation Teams Working Together

Negotiation Teams Working Together

Introduction u One-on-One vs Team Negotiation – Advantages – Disadvantages u The Leader –

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 –

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

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

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

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 –

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

Seating Location Bad Guy Good Guy Leader Hardliner Sweeper

Conclusion—Team Negotiations u Starts with the leader u Needs good teamwork u Eases chance

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,

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