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R200911309362302_Team_Negotiations.pptx
This document discusses negotiation teams and how they work together effectively. It addresses the advantages and disadvantages of one-on-one negotiations versus team negotiations. The leader of the negotiation team has key obligations like balancing needs, presenting a unified front, and taking full responsibility. Team members should avoid negative characteristics or being a "loose cannon". The document also discusses differences between men and women on negotiation teams as well as characteristics of effective team members like having a clear goal. It provides examples of roles within larger negotiation teams and emphasizes the importance of good teamwork and leadership for negotiations to be successful.
R200911309362302_Team_Negotiations.pptx
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- 2. Introduction One-on-One vsTeam Negotiation – Advantages – Disadvantages The Leader – Obligations – General Characteristics Team Members – Men vs. Women – General Characteristics Teamwork – Roles – Seating Location
- 3. One-on-One vs TeamNegotiations 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 Avoidthese temptations – Reward appointments – Individual strengths Avoid these characteristics – Negative – “Loose Cannon” – Physically weak
- 6. Team Members Menvs 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/Badcop Larger Teams – Leader – Good Guy – Bad Guy – Hardliner – Sweeper
- 8. Seating Location Bad GuyGood Guy Leader Hardliner Sweeper
- 9. Conclusion—Team Negotiations Startswith the leader Needs good teamwork Eases chance for success
- 10. Bibliography Curry, JeffreyE. 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