Negotiation Teams Working Together

Introduction One-on-One vs Team Negotiation The Leader Team Members Advantages Disadvantages The Leader Obligations General Characteristics Team Members Men vs. Women Teamwork Roles Seating Location

One-on-One vs Team Negotiations Advantages Distributes responsibility Pools individual strengths Trains junior negotiators Saves time Disadvantages Increases costs Lacks unity (possibly) Lacks coordination Lacks leadership (possibly)

The Leader Obligations General Characteristics Balance various needs Present unified front Exhibit technical expertise Take full responsibility General Characteristics Integrity Gregariousness Confidence Self-esteem Creativity Eloquence Good Listener Patience

Team Members Avoid these temptations Avoid these characteristics Reward appointments Individual strengths Avoid these characteristics Negative “Loose Cannon” Physically weak

Team Members Men vs Women Differences General Characteristics Personal Social Physical Tactical General Characteristics Clear goal Results-driven structure Competent team members Unified commitment Collaborative environment High standards External support Principled leadership

Teamwork Good cop/Bad cop Larger Teams Leader Good Guy Bad Guy Hardliner Sweeper

Seating Location Bad Guy Good Guy Leader Hardliner Sweeper

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

Bibliography 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/whistle200006.html Accessed May 30, 2005