May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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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).
| Advantages | Disadvantages |
|---|---|
| Extra eyes and ears | Extra mouth |
| Planning with two heads | Need more time to plan |
| Someone manages the process, while others manage content | Dueling agendas |
| Loose cannon | |
| Buy-in during the negotiation | No single decision maker |
| Caucus more easily | Too many options |
| Real-time brainstorming | Role confusion/conflict |
| Divide responsibilities |
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