ORGS 4560 Lecture 11: How to manage your negotiating team

• School: York University
• Department: Organization Studies
• Course: ORGS 4560
• Professor: Indira Somwaru

Document Summary

Even though team members are all technically on the same side, they often have different priorities and imagine different ideal outcomes. Teams that ignore or fail to resolve their differences over negotiation targets, trade-offs, concessions, and tactics will not come to the table with a coherent negotiation strategy. By aligning interests & resolving conflicts: members can discover one another"s strengths and weaknesses -> help identify the best roles for each member to play in the next phase of team negotiation (across-the-table bargaining) Techniques for managing conflicts of interest w/in the team: Plot out the conflicts: clarify team goals, uncover personality conflict, plot out their own priorities and positions of all team members (can use a matrix. If deals involve strategic decisions that involve multiple divisions, a corporate coordinator (often a c-level executive) who has the formal power to get constituencies to fall in line joins the team.