How to Manage Your Negotiating Team

How to Manage Your Negotiating Team

download By: Jeanne M. Brett, Ray Friedman,and Kristin Behfar

•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.


How to Manage Your Negotiating Team

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