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.