Bringing Your Team To The Negotiation Table

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I admit it, I've got World Cup fever. I have done my best to watch as much as I can to see soccer/football at its best. One of the amazing lessons of the World Cup is how much pure talent can be negated by teamwork. Take for example Italy, France and Greece for example. They are ranked 5th, 9th and 13th in FIFA World Rankings, yet they were unable to advance within their groups at the World Cup. These teams had many players on some of the World's top club teams and were unquestionable favorites coming into their matches. And yet, teams like South Korea and Japan were able to overcome huge gaps and talent to advance within their groups. It might be tempting to say it was the result of poor refereeing or even pure luck, but taking into account that each match lasts 90+ minutes there is plenty of time for teams to put into play a carefully thought out and well executed game plan that plays upon the strengths of its individual team members.

See the segway in action there? This same thinking can apply to your negotiation teams. However, much like anything in life, you can't just show up with a crack team of professionals and expect things to work out just because you have "all the right pieces" at the table. 

In order to get the most out of your team in negotiation situations, it's important to think about how to properly use your team.  Allow me to offer a 3-phase suggestion:

  1. Discuss the situation with the group, capture data/knowledge about the other side, brainstorm outcomes and discuss the negotiation timetable and process. This is where you discern the lay of the land, nail down a manageable timeline and BE CREATIVE! This is a great time to air out different ideas from the group - you've gathered them together to draw upon their collective knowledge, so be sure to let ideas be heard!
  2. Evaluate team strengths and weaknesses and assign roles accordingly. Despite the fact that we all have to do things we don't enjoy doing almost every day, there are facets of nearly every job in which your team members shine. Make sure they are spending time doing things they do well instead of wasting time trying to become better at things in which they're weaker.
  3. Convene after the negotiation to capture lessons learned and to discuss what went right/wrong and how things could be done better in the future. This is probably the most important step. Moving forward, it's important to catch and keep all the information possible to help out in the future. Often times one team member may catch an essential piece of data missed by other team members. If this information isn't shared and learned going forward, the same mistakes will keep happening!
The team approach is not always an easy one and certainly not always necessary. However taking the right approach can lead to amazing results! 

Good luck to all the teams and nations in the World Cup and Go USA!



4 comments:

Anonymous said...

知識可以傳授,智慧卻不行。每個人必須成為他自己。......................................................................

Anonymous said...

Quality is better than quantity.....................................................................

Anonymous said...

成熟,就是有能力適應生活中的模糊。.................................................................

Anonymous said...

當一個人內心能容納兩樣相互衝突的東西,這個人便開始變得有價值了。............................................................