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TEAM NEGOTIATION

TEAM – 6

SURYA

MARY CHRISTYSANDHYA PREETHI

ADLINE PRISCILLA

NISHA THOMAS

MANJU

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• The aim of negotiation is to explore the

situation, and to find a solution that isacceptable to both people.

• Negotiation skills help you to resolve

situations where, what you wantconflicts with someone else’s interests. 

• Different styles are used for different

situation.

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PREPARING A SUCCESSFUL NEGOTIATION

• Goals• Trading

• Alternatives

• The relationship

• Expected outcomes

• The consequences

• Power

• Possible solutions 

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NEGOTIATING TEAM'S

PREPARATION PHASE SHOULDINCLUDE THREE COMPONENTS

• (1) a substantive discussion of thenegotiation

• (2) a skills assessment of the team

members and assignment of team roles• (3) a plan for the negotiation process.

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NEGOTIATION SKILLS ANDROLES DISTRIBUTION

• negotiating team - very important componentof any organization.

• It has members with diverse skills.

• A team leader can be the chief negotiator

• The chief negotiator - has to be articulate, a

good team player and posses good presenceof mind

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THE TEAM MEMBERS SHOULD POSSES AT LEAST THE FOLLOWING CHARACTERS:

• Technical Knowledge

• Relationship Skills

• Patience

• Observational Skills

•

Behavior Analyzing Skills

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WORKING AS A TEAM CAN BE PARTICULARLY 

BENEFICIAL IN THE FOLLOWING SITUATIONS

• The negotiation is complex, requiring adiverse set of knowledge, abilities, orexpertise.

• The negotiation has great potential forcreative, integrative solutions.

• Diverse constituencies and interests must be

represented at the table, as in unionnegotiations.

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• You want to display your strength to the

other side, for example, in internationalcontexts where teams are expected.

• You want to signal to the other side that you

take the negotiation very seriously, as in amerger or acquisition.

• You trust and respect available team

members.• You have sufficient time to organize and

coordinate a team effort.

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Roles and Responsibilities of aNegotiation Team 

• Unity within the team

• understand the subject and come to anagreement

• Decide which information to reveal.

• Being well prepared is like half the battle

won• be prepared with full range of knowledge

and expertise

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• The team should agree over issues - bestalternative to a negotiated

agreement(BATNA), reservation point,best possible outcome or the worst casescenario.

•knowing the other side very well.

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ADVANTAGES

• create new opportunities for integrativesolutions.

• Teams stimulate more discussion andmore information sharing than individualsdo.

• Teams also feel more powerful and moreadvantaged than solo negotiators

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• Even under highly stressful situations, aswhen they're accountable to constituents,team negotiators feel less competitive andpressured than do solo negotiator.

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DISADVANTAGES

• If team members disagree on the keyissues ... they are unlikely to takeadvantage of their differing skills.

• Teams in which the members had notworked together before will be unable topool information and fail to solve a

problem.