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Negotiating
ON TASK FORCES AND TEAMS
Types of MULTIPARTY negotiations
•Team on team
•Tactical
•Task Force
•Problem-solving
•Creative
Challenges of multiparty negotiating
•Disclosing Information (across functions)• Focusing on facts • Managing opinions, individual agendas,
and personal incentives • Multiple audiences• Common knowledge bias
•Formulating tradeoffs
•Coalitions Voting and majority rule
managing multiparty negotiations: set up
Identify the key decision-makers
Include appropriate parties at the table
• Highest value for creating gains• All potentially influential
decision-makers• Blockers and allies• Ratifiers• Implementers
Agree upon procedures
•Construct an agenda
•Clarify interests and issues: conduct surveys
•Schedule breaks
•Assign roles
•Manage information and proposal making
•Seek consensus
•Understand the decision rule
Execution
• Stay at the table
• Solicit participation and diverse input• Ask questions• Brainstorm• Seek affirmation
• Mitigate agreement and equity biases
• Identify consequences of no agreement
• Specify accountability
Preparing for team-on-team
• Individual prepares
•Team prepares together
•Clarify information: available, disclosable, needed
•Assign roles• Lead speaker• Strategist• Accountant• Scribe of offers
Strategic coalitions
• Identify founder
•Clarify issues
•Optimal size
•Agree on dividing the pie
•Make contacts early
•Act in concert: seek verbal contracts
Graduated reciprocal initiative Tension reduction
1. Announce intention to de-escalate tension and make a concession
2. Execute concession unilaterally, publically, verifiably
3. Invite reciprocity: make more concessions
4. Reciprocate and invite concessions
5. Diversify your concessions
6. Calibrate retaliation to escalations of tensions
The goal of A Negotiation…
…is not to reach an agreement.
It’s to reach a good
agreement.