The Elements of Negotiation

ELEMENT 28Team Dynamics

You might be surprised about what I am about to tell you. You cannot negotiate on your own!

You might be thinking that can't be true. You are probably also thinking that you have successfully conducted hundreds if not thousands of negotiations on your own.

Since 1998, I have studied negotiators in simulations and real-live negotiations, and without any doubt, the negotiators performing the best are negotiating as a team. Believe me, I know.

Obviously, if you are negotiating a better price on a suit or a box of wine, you're not required to arrive with a small army, but in any negotiation of any importance, you are required to involve a team.

A team should be carefully put together and compensate for each other's strong and weak traits. As part of the preparation, discuss the function and responsibilities of each member of the team. I talk more about the individual roles in Element 29.

The idea of a lone, charismatic negotiator skillfully navigating complex deals is an attractive but often unrealistic image. Successful negotiations, especially those of significant magnitude, demand a variety of skills, perspectives, and expertise that one person alone cannot provide. That's where the power of a team comes into play.

A well-constructed negotiation team is not just a group of individuals working together. It's a carefully selected unit where each member's strengths complement the weaknesses of others. For example, one member's analytical skills can provide ...