02negotiationteam.ppt

Learning objective: Numbers of members Who will be the leader Specific roles for each member Team tactics and strategy ……. One-on-one Only one negotiator represents each side to negotiate. Long-term cooperative relationship, both sides are familiar to trading terms, and other specific clauses A salesman or purchaser visit customers. Negotiations for renewing the contract Discussion about specific details of many important large negotiation Advantages of one-on-one First, it’s flexible in time arrangement and preparation because of the small scale Second, both representatives have full right to make decision. Third, negotiators are more likely to create a casual and harmonious atmosphere Fourth, one-on-one negotiations overcome adverse mutual coordination situation in group negotiations. Fifth, one-on-one negotiations is beneficial to block message Team negotiations Both side have more than one negotiator. It occurred in many important and complex negotiations. 一群人可以是一个团队，也可以是乌合之众。团队意味着精神上的契合，目标上的一致，行动上的配合，困难中的鼓励，失败中的给力；团队意味着你可以孤独，但不是一个孤独的存在，当你需要帮助的时候，战友就在你身边伸手，团队就在你身后扶持。 General rule: smaller is better “Strength in numbers” may prove to be true in a street fight. Many hands make light work Advantages and disadvantages of team negotiation Advantages Distributes responsibility Pools individual strengths Good for using tactics Eliminate negotiations impasse or obstacles Trains junior negotiators Saves time Disadvantages Increases costs Lacks unity (possibly) Lacks coordination Lacks leadership (possibly) 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 Team Members Avoid these temptations Reward appointments Individual strengths Personality conflicts, past experience and cooperative skills must be taken into account when the leader chooses the team. Avoid these characteristi