CHAPTER 12

Managing Negotiating Teams

Teams improve the overall quality of negotiations by finding creative solutions that work for both sides.

—S. Brodt

International negotiations are complex in nature, requiring the input of multifunctional and multicultural teams. Managing such teams can be even more difficult as team members have different interests, priorities, and values. Despite such difficulties, negotiating teams tend to reach more integrative agreements than individual negotiators due to the greater exchange of interests, priorities, and solutions.1 Generally, teams are expected to negotiate more effectively than individual negotiators. There are several benefits of using teams instead of individuals for negotiations. Some of the advantages ...

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