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Negotiation Teams Working Together. Introduction  One-on-One vs Team Negotiation –Advantages –Disadvantages  The Leader –Obligations –General Characteristics.

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Presentation on theme: "Negotiation Teams Working Together. Introduction  One-on-One vs Team Negotiation –Advantages –Disadvantages  The Leader –Obligations –General Characteristics."— Presentation transcript:

1 Negotiation Teams Working Together

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

3 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)

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

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

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

7 Teamwork  Good cop/Bad cop  Larger Teams –Leader –Good Guy –Bad Guy –Hardliner –Sweeper

8 Seating Location Bad Guy Good Guy Leader Hardliner Sweeper

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

10 Bibliography  Curry, Jeffrey E. A Short Course in International Negotiation, Novato, (California: World Trade Press, 1999).  Gheens, Susan Taken from a seminar entitled “Teamwork in the Communication Arts Classroom." Accessed May 30,  Hindle, Tim Negotiating Skills, (London: Dorling Kindersley, 1998),  Opstein, Edward D., Negotiation Strategies, LCC.  au_wba/whistle html Accessed May 30, 2005


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