The document tels the promciple in team negotiation

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