Team Negotiation Requires a Written Playbook
Team negotiation requires a written playbook — what the studies show, and what they do not.
The Research
Brett, Friedman & Behfar (2009, Negotiation Journal) show that negotiation teams fail because they lack agreed roles and signals.
The Limitation
Observation of management teams.
The Nuance
Two negotiators who interrupt each other reveal their disagreements and weaken their position. (our executive and employee training programmes)
Practical Implication, Testable in Basel
Before the session, assign who will speak about what, and agree on a signal for a pause. To go further: explore the Advanced Negotiation training in Basel in the canton of Basel-Stadt, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Basel
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