NEGOTIATION TEAM

2023年12月24日发(作者：蚕吐丝)

NEGOTIATION TEAM--Bad on chapter 1 & 2

Warm-up activities: pair work

To form a team on the following negotiations:

1. Lenovo acquisition of IBM.

2. Japane vehicle damage claims.

3. French cosmetics dealership.

4. obtaining the broadcast rights of the NBA

Note: You are suppod to choo whoever REAL in our class, tell us why Him or Her？

Contents

The role of the CN

Self-evaluation of CN

Composing of NT

Tho who can’t “cut it”

What make a good negotiator?

❖ 弗雷德·查尔斯·艾克尔《国家如何进行谈判》（Fred Charles Iklé How nations

negotiate）

❖ “根据17至18世纪的外交规范，一个完善无缺的谈判家，应该心智机敏，而且具有无限的耐性；能巧言掩饰，但不欺诈行骗；能取信于民，而不轻信他人；能谦恭节制，但又刚毅果断；能施展魅力，而不为他人所惑；能拥巨富藏娇妻，而不为钱财女色所动”。

Negotiators must posss a wide variety of technical, social, communicative, and ethical skills.

Who qualifies as a chief negotiator, the heads of companies ?

The Role of the Chief Negotiator (CN)

1. Reprentative of the company

2. Designer of strategy, tactics and style

3. Controller of the overall negotiation

4. Responsible for the outcome of the negotiation

5. Decision maker to satisfy everyone

6. Skillful in verbal communication (both in two languages)

The Chief Negotiator

The ideal characters of the CN

1. Shrewdness

2. Patience

3. Adaptability

4. Endurance

5. Gregariousness (sociablity)

6. Concentration

All the above are within personality.

Abilities of CN

1. Culture awareness

2. Information awareness

3. Skillful in strategies and tactics

4. Linguistical talent

5. Sensibility of social communication

6. Sen of humor

All the are educated and trained.

A comparison between single negotiator and team negotiation

To any specific negotiation, we should first of all decide whether it’s a single negotiator or

team negotiation.

• The advantages and disadvantages of single negotiator and team negotiations.

• The advantages of a single negotiator might be: to prevent the oppor from aiming

questions at the weaker members of the team or creating disagreement among team

members; to prevent from placing complete responsibility on one person; to prevent the

weakening of stated positions through differences of opinion between team members and

to avoid making on-the-spot decisions.

But it has a very high level requirement of the negotiator. It needs the negotiator to keep a clo

eye on everything of the other party, to familiarize with every field that relate to the negotiation

and at the same time to be alert enough to put forward quick respons to a scheme. Especially

when the other party nd in some experts, it’s really hard for a single one to manage all on his

own. In this ca in order to get an effective negotiation result it’s better to have a team, a team of

two members though, with one as leader is better than a single negotiator.

On the other hand, a team might be best becau

(1) it would u a number of people with different technical backgrounds who can correct

misstatements of fact;

(2) it enables a pooling of judgments and planning in advance;

(3) it prents the other side with a large opposition.

Composing of NT

How big should the team be?

Keep the negotiation team as small as possible

It is suggested that the number is probably four. The main reasons for this number include:

① Size of group. (大小适中，效率高)

② Control of team. （最佳的管理幅度）

③ Range of experti. （满足谈判所需的知识范围）

④ Changing membership.（便于成员的调换）

There are reasons to suggest that four should be regarded as a maximum size for a negotiating

team. If further experts are needed, they should be there in the role of advirs to the members

who are negotiating and not as full members of the team. They should just sit behind the members

in ca they are needed to solve particular problems.

Team Solidarity

• The team is thought of as a unit, so the team members should:

- have total respect for the chief negotiator;

- Have confidence in him or her;

- Be loyal to him or her;

- Have no disputes over the chief negotiator’s authority

- be thoughtful and nsitive to the feelings of others;

- Understand human nature;

- Be adaptive in order to satisfy the psychological needs of others

- Not have a strong compulsion to be liked by peers;

- Be able to listen creatively and patiently;

- Be respected by the other members;

- Be goal-oriented;

- Have highly logical, decision-making ability.

Tho who can’t “cut it” on page 11-12