{
  "title": "Team Negotiation Requires a Written Playbook",
  "url": "https://www.shr.swiss/blog/negociation-en-equipe-et-preparation-commune-en",
  "language": "en",
  "datePublished": "2026-02-14",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Observation of management teams.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Basel",
    "region": "Bâle-Ville",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The Research",
      "point": "Brett, Friedman & Behfar (2009, Negotiation Journal) show that negotiation teams fail because they lack agreed roles and signals.."
    },
    {
      "heading": "The Limitation",
      "point": "Observation of management teams.."
    },
    {
      "heading": "The Nuance",
      "point": "Two negotiators who interrupt each other reveal their disagreements and weaken their position."
    },
    {
      "heading": "Practical Implication, Testable in Basel",
      "point": "Before the session, assign who will speak about what, and agree on a signal for a pause."
    }
  ],
  "sources": [
    {
      "authors": "Behfar",
      "year": "2009",
      "source": "Negotiation Journal"
    }
  ],
  "wordCount": 100,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Basel-negociation-en-equipe-et-preparation-commune-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-en-equipe-et-preparation-commune",
    "en": "https://www.shr.swiss/blog/negociation-en-equipe-et-preparation-commune-en",
    "de": "https://www.shr.swiss/blog/negociation-en-equipe-et-preparation-commune-de",
    "it": "https://www.shr.swiss/blog/negociation-en-equipe-et-preparation-commune-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/bale",
    "city": "https://www.shr.swiss/formations-ville/bale",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}