How to Manage Your Negotiating Team
•Negotiating teams frequently sabotage
their own efforts: Even though everyone
is technically on the same side, each
member has different priorities and
imagines different ideal outcomes.
•To negotiate with another party successfully,
a team must first negotiate internally
to align its members’ interests and develop a disciplined bargaining strategy.
•By uncovering conflicting interests, the team can determine which trade-offs
to make.Tactics like role playing instill discipline and reduce the risk of a serious
gaffe at the table.
The biggest challenge may lie on your side of the table.