What is Team Negotiation?
This is when a group of individuals at the workplace work together and try to come to an agreement or make a deal with another party. It’s like a game of tag-team to negotiation where each member of the team brings their own expertise and strengths to the table to come up with the best possible outcome.
This can be really effective in a business as it allows each person to focus on their own abilities while also gaining knowledge and skills from their co-workers. By working together as a team, you can cover all the bases and come up with a more effective and comprehensive negotiation strategy.
Why is this important in a business?
This is important because this can open up better outcomes and more successful ways or deals. When a team is working together, of course there is a wider range of knowledge, experience and skills than you would have negotiating on your own.
If you are negotiating with another company about an important contract, you might need someone on your team who is an expert at understanding financial details and can help you negotiate a plausible way and put the best price. At the same time, you also need someone who is skilled at building client rapport and relationships that can help the negotiation go smoothly.
Having a team with different skill sets can help you become more successful and effective on negotiations and identify then address any blind spots in your strategy. Which can help your business be more competitive and successful in the marketplace among your competitors.
How managers can promote team negotiation
There are a few things managers can do to promote an environment where it is ideal and encouraged to open up and take productive discussions with co-workers.
By setting the tone and modeling positive communication, this can make a difference within the workplace. Managers should aim to be a role model for their team and lead by example, this also means actively listening to your teams, be willing to compromise when needed and seeing the value in their opinions and perspectives. Managers can also try to practice clear communication channels. This helps employees feel safe to share their ideas and concerns without worrying any judgement. With this, it can help provide opportunities for growth for team members and for them to collaborate on tasks and projects.
Managers can also implement ground rules or guidelines for team discussions. This can help build respect in the workplace and be open minded, flexible and avoid any conflicts and disrespectful language. When employees show effective negotiation skills, even if it is by finding creative solution to problems or conflict, it is important to acknowledge and appreciate their efforts. This can then increase confidence, job satisfaction, teamwork and collaboration.
Which players do you need in a great negotiation team?
Of course, building a successful negotiation team takes time, effort and careful consideration of those who are part of it. Here are a few key traits you want to consider:
1. The leader
This should be someone who is experienced in negotiating with people and have a strong communication and leadership skills. They are responsible for making strategic decisions and keep the team focused to achieve a goal.
2. The strategist
This should be someone who can be able to analyse a situation and create a plan to increase chances of success for the team., They are responsible for identifying and anticipating possible roadblocks, seeing the other party’s strength and weaknesses, and come up with creative and effective solutions to overcome them.
3. The researcher
This should be someone that can effectively gather information about the other party’s goals, interests, background and relevant market data or legal considerations. This can be used to create a better strategy and make informed decisions.
4. The communicator
This should be someone that can clearly communicate, listen actively and maintain composed, have a positive and professional approach and tone throughout the negotiation.
5. The closer
This should be someone that is skilled at closing deals and be able to finalising terms of agreement and addressing any last-minute concerns, changes and objections. These specific people are important to be part of your team and will depend on the situation, goals and company needs.
Key strategies for team negotiations
Preparation
In every task, project or assignment, it is important to prepare thoroughly before starting. This goes the same when negotiating. This means identifying your goals and interests as a team and the other party’s possible objections and positions. It is ideal to make a clear plan on how you approach the negotiation as a team.
Communication
As in any aspect in the workplace, communication is very important especially in negotiating as a team. Always make sure everyone on the team focuses and understands their role in the team and are on the same page. It is important to encourage open communication to make sure everyone’s ideas and opinions are heard.
Flexibility
Negotiations are always unpredictable, so you team needs to be flexible and adaptable to sudden changes as well as to being open to creative solutions that may have not been considered before.
Collaboration
A successful team needs willingness and collaboration to successfully work together to reach a common goal. It is important that everyone is encouraged to contribute their ideas and thoughts, work together and brainstorm solutions that benefit everyone in the team.
Patience
In the end, negotiations can be stressful and time-consuming. It is important to make sure your team stays patient and focused on the goals to avoid rushing in making decisions or even giving in to the pressure of the other team which leads to not achieving your goals. Take time and carefully consider all of your options, how the discussion goes and make sure you are making the best decision for you, your team and the company.
You can follow these strategies and work effectively together with your team to increase your chances of a successful negotiation.
Further resources and additional reading:
- “Negotiating In Teams, an introduction” by Harvard Law School. This resource resource provides an introduction to negotiation in teams, and the benefits of working in negotiations with others. https://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiating-in-teams-an-introduction/
- 5 Key Steps for Successful team negotiation: If you’d like to know more about the five key steps, which include preparation communication, collaboration, flexibility and patience. This article will help you become successful team negotiators. https://www.thebalancecareers.com/successful-team-negotiation-4160233
- Team Negotiation Techniques by the Team Building Company. Techniques including roleplaying brainstorming active listening and mirroring to help team negotiation. https://www.theteambuildingcompany.com/team-negotiation-techniques/
- “Effective negotiation techniques for teams” by Mindtools providing some effective negotiation techniques that can be used by teams This article helps with anchoring framing and using concessions. https://www.mindtools.com/pages/article/effective-negotiation-techniques.htm
- Team negotiation: “Seven strategies to help you deal with difficult negotiators” by negotiation experts. There are several strategies that can help you to deal with difficult negotiators including staying focus building rapport and using empathy. This resource here helps. https://www.negotiations.com/articles/team-negotiation-strategies/
David Alssema is a Body Language Expert and Motivational Speaker. As a performer in the personal development industry in Australia he has introduced and created new ways to inspire, motivate and develop individuals.
David Alssema started his training career with companies such as Telstra and Optus Communications, and then developed Neuro-Linguistic Programming (NLP) within workplace training as principal of Paramount Training & Development.
As an author/media consultant on body language and professional development David has influenced workplaces across Australia. He contributes to Media such as The West Australian, ABC Radio, Australian Magazines and other Australia Media Sources.