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The Truth About Negotiations by Leigh Thompson

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Truth 45Building 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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