A team of negotiators can often bring a broader range of knowledge to the negotiating process than individuals can, and a team is often more creative. When properly organized, negotiating teams are less likely to overlook important details, plan better, and think more broadly. Research indicates that negotiating teams set higher targets than individuals—but when faced with large risks, a team is more cautious. When selling an agreement internally to the rest of the organization, a team presentation is likely to be more persuasive than an individual's.
Some important points about negotiating teams:
1. A negotiating team needs a skilled leader who can plan effectively, keep disagreements inside the team, and manage the flow of information to and from the team.
2. Don't go into a negotiationwith a second-rate team — too much is at stake to use mediocre assistance. A team leader must select people whom he or she respects. It is more important to have "experts" at your side than "nice guys."
3. Never go into an important negotiation without "inoculating" your negotiating team. No plan is complete without considering how you will defend yourself against arguments. Use the devil's-advocate approach to run through the other party's positions beforehand. This approach is rarely used, so discipline yourself to do it. You'll be glad you did!
4. Develop rules among your own people on how questions will be fielded. Sometimes it is best to have all questions directed only to the chief negotiator to give others time to answer.
5. Recess and caucus frequently.
6. Have a "dancer" on your team. A dancer is a person who can say much about very little.
7. Consider having one person designated as an "observer;" their role is to record what is happening both verbally and non-verbally. Use this information when you caucus.
Negotiating Via E-mail?
E-mail is a common component of today’s negotiations. It is, quite simply, an efficient way to communicate. However, e-mail brings new dynamics to your negotiation.
Assess Your Negotiating Profile
Negotiation is one of the most difficult jobs a person can do. It requires a combination of diverse traits and skills. The process of negotiating demands not only good business judgment but also a keen understanding of human nature. I know of no other area in business where the alchemy of power, persuasion, economics, motivation, and organizational pressure come together in so concentrated a fashion and so narrow a time frame. Nowhere is the return on investment potential so high!
Questions During a Negotiation
Negotiation is a process of discovery. Questions are raised and answers given, statements made and rebuttals offered. During a negotiation there often is great pressure placed on you to provide quick statements and sensible answers to hard questions.
