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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Team Negotiations

Consider the advantages and disadvantages in Table 11.2. If the advantages outweigh the disadvantages, think about using a team approach.

Table 11.2. 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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