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 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