Negotiating in Life , Negotiation Strategies September 16, 2009

Building your negotiating team

Many business negotiations take place with groups of people representing each side. It is clearly a major priority to turn a group of negotiators into a winning team...

Many business negotiations take place with groups of people representing each side. It is clearly a major priority to turn a group of negotiators into a winning team.

Dr. Chester L. Karrass provides several tips on how to form a winning negotiating team.

Designate a team leader. The team leader controls the length and direction of discussions. In order to succeed, team leaders should be flexible, tactful and have good time management skills.

Team members should be specialists/experts in a given area.

Each member should be given a specific job.

Team members should like and want to negotiate. If a specialist is not “into” negotiating, don’t recruit him or her to the team, no matter how much of an expert this person is.

Engage in team planning. Planning and preparation should take place several days or weeks before the negotiation.

Closely match the other team’s numbers. It is not good to be outnumbered.

Have an official note-taker on your team.

Discourage open conflict. You must present a unified front to your opposition.

There is no doubt that a well-prepared team of experts with a good leader will create a positive dynamic when entering a group negotiation.

Do you have any tips to build a winning negotiation team?
Upcoming seminars
Effective Negotiating
Effective Negotiating
Effective Negotiating
Effective Consensus: Negotiating with Co-Workers and Teams
Search for seminars near you
September 24, 2020

Whether you’re negotiating for a better price on lunch or a new car or a multi-million dollar deal at work, how you listen matters. Of all the life skills we develop from childhood, listening is actually one of the most overlooked and underappreciated...

Read More Group 7
June 04, 2020

Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...

Read More Group 7
April 06, 2020

Use this article as a guide to help you think in new ways to renegotiate for better contracts and stronger partnerships, whether in business or in life. Never be afraid of sitting down at the table to set new terms...

Read More Group 7