September 2007
Beginner
224 pages
2h 42m
English
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Truth 45. Building the winning negotiation team
Are you more effective negotiating in a team or as an individual?
Teams more often promote the win-win process because they ask relevant questions and formulate more accurate judgments about the counterparty’s interests.28 Conversely, one-on-one negotiators ask remarkably fewer questions and are more likely to harbor the fixed-pie assumption than the enlightened assumption that parties’ interest may be more complementary than conflicting.
In the business world, negotiators often have some choice about who is on a team, so you should be thoughtful about whom you select. The most common team mistakes are these.
Making the team too big. (Yes, teams can be too big.)
Making the team too homogeneous. ...
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