General Negotiation October 3, 2012

4 More Team Negotiation Secrets

As I mentioned in my previous post, a team of negotiators can often be more creative and bring a broader range of skills and knowledge than individuals can. Teams are often better able to track important details and think more broadly.

It is important to know how to negotiate in teams. Here are 4 more team negotiating secrets:

1. Develop rules among your own people on how questions will be fielded. Sometimes it is best to have all questions directed only to the chief negotiator to give others time to answer.
2. Recess and caucus frequently.
3. Have a “dancer” on your team. A dancer is a person who can say much about very little.
4. Consider having one person designated as an “observer;” their role is to record what is happening both verbally and non-verbally. Use this information when you caucus.