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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Team Negotiations

Team negotiations offer specific challenges. Whether on a formal negotiating team or with your boss, your spouse, or any number of stakeholders who want a seat at the table, team negotiations have several advantages and disadvantages (see Table 11.1).

Table 11.1. Team Negotiations
AdvantagesDisadvantages
Extra eyes and earsExtra mouth
Planning with two headsNeed more time to plan
Someone manages the process, while others manage contentDueling agendas
Loose cannon
Buy-in during the negotiationNo single decision maker
Caucus more easilyToo many options
Real-time brainstormingRole confusion/conflict
Divide responsibilities 

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