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team negotiations

The following items are tagged team negotiations:

Negotiation Team Strategy

Posted by & filed under Negotiation Skills.

Some negotiations are simple enough to handle on our own, but those deals are increasingly rare in the business world. These days, to thrive in negotiation, you often need to be able to work effectively as part of a negotiation team. … Read More 

Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table

Posted by & filed under International Negotiation.

As the US presidential primary season heats up for both parties, it helps to take a look back at the 2008 US presidential election and the win-win coalition forged between Barack Obama and his then-rival, Hillary Clinton. As this example demonstrates, if carefully managed, disagreements can lead to better results than you might expect. … Read More 

Collective Bargaining at Central Division

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Lawrence Susskind, Charles Hecksher, and Elaine Landry Two-team, multi-issue collective bargaining contract negotiation between three union representatives and three management representatives for a telephone company; includes an internal team meeting before external negotiations … Read More 

Types of Negotiation for Business Professionals

Posted by & filed under Uncategorized.

What is negotiation? In her book The Mind and Heart of the Negotiator, Northwestern University professor Leigh Thompson defines negotiation as “an interpersonal decision-making process necessary whenever we cannot achieve our objectives single-handedly.” This definition stresses the interdependence that’s fundamental to any negotiation. Narrowing in on this definition, when preparing to negotiate, business professionals often wonder … Read More 

Teach Coalition Management in Multiparty Negotiations

Posted by & filed under Uncategorized.

Multiparty negotiations can be difficult to manage if you are unprepared for the formation of coalitions. Two-party and multiparty negotiations share some important similarities: the goal of discovering the zone of possible agreement, for example. However, there are some key differences that set them apart. As soon as the number of parties increases past two, … Read More 

Negotiation research you can use: Promoting cooperation between teams

Posted by & filed under Dealmaking.

When a team negotiates on behalf of an organization, it can often achieve more than an individual would thanks to the team’s cumulative knowledge and experience. Yet team negotiations can create new problems. Groupthink—the tendency to go along with the dominant point of view rather than challenging it—can promote simplistic decision making in teams. And … Read More 

In team negotiations, should you divide and conquer?

Posted by & filed under International Negotiation.

In a New Year’s Day address, North Korean leader Kim Jong-un proposed opening talks with South Korea to discuss the North’s possible participation in the upcoming Winter Olympics in Pyeongchang, South Korea. Hoping to avoid disruption by the North, South Korean president Moon Jae-in had been calling on North Korea to send athletes to the … Read More 

Dealmaking: Dealing with the Other Side’s Constituents

Posted by & filed under Dealmaking.

During a meeting with a potential customer, a new salesperson leaves the room several times to make phone calls. Each time when she returns, she tells the customer she can’t accept the terms they just negotiated. Exasperated by her apparent lack of authority, the customer ends the meeting abruptly. … Read More 

Too eager to close?

Posted by & filed under BATNA.

This past November, word got out that toy maker Hasbro was in advanced talks to purchase DreamWorks Animation. Purchasing an animated-film studio would move Hasbro CEO Brian Goldner closer to his goal of transforming the successful toy company into a global entertainment powerhouse, as the Lego Group has done in recent years, write Andrew Ross … Read More