Chapter 10
Assigning Negotiation Roles
We talked about assigning roles to the members of your negotiation team earlier, and now is a good time to define those roles further. There are five traditional roles team members can assume for a negotiation: team leader, good cop, bad cop, technocrat, and sweeper. Each of these roles must be well defined and practiced, and assigned long before the negotiation begins. Some people, by virtue of their nature, naturally make good picks to play certain roles. Obviously, experience in carrying out these roles is highly desirable.
As a government negotiator, it’s perfectly okay to assign these roles, or any roles you wish, to your team members. Of course, not assigning roles is okay too, but I guarantee it will ...
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