As your negotiations become more complex, you will increasingly need the support of a team. Maybe one person, maybe two or more. But what roles will you and your colleagues play in the negotiation team? That is the subject of this short video.
Watching this video is worth 1 CPD point towards management courses*.
(See below for further details)

This video is part of the course module number 5.2.1
Program 5: Managerial Skills
Course 2: Negotiation
Section 1: Basic negotiation process

More videos on the Fundamental Negotiation Model are:
. Basic Negotiation Model – https://youtu.be/PKz4pDm1e90
. Preparation phase – https://youtu.be/Adr9STSP2FI
. Opening phase – https://youtu.be/TzVSihe5vmA
. Negotiation phase – https://youtu.be/4mOK_Z6VbX0
. Negotiating team roles – https://youtu.be/UyLq0MsSvv0
. Final phase – https://youtu.be/mLXtLRPuTXE
. Follow-up to negotiations – https://youtu.be/ln5DTgcUg1c

After this set, pay attention to 5.2.2 – Key Concepts for Negotiation

Class notes

The most important characteristic of a successful negotiating team is unity. They must work together as a coherent whole.

This requires a clear briefing that sets out your goal, your strategy and the roles of each person on the negotiating team.

Basic team roles in negotiations
– Negotiator – authorized to close a deal or move to a certain stage
– Co-writer
– Observer
– Advisor
. Technical
. Finance
Legal
. Procurement
. Ready for use
. Commercial
…

RECOMMENDED EXERCISE

1. Before your next negotiation, think about who you could take with you to the meeting. How will you divide the roles in the negotiation team? (2 MC CPD points)
2. Consider how you will inform the other members of the negotiation team and take notes so that you do not miss anything important. (2 MC CPD points)
3. Remember “Power in the Conference Room: Psychology of Sitting Positions” https://youtu.be/Bh8MnOJ6RQw

DOWNLOAD

Free resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK (3)

LITERATURE RECOMMENDATIONS

Negotiating Smartly in Business and Technology (A Basic Introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A Basic Introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Beyond No (the sequel to Getting Beyond Yes) https://geni.us/VQAd7
Negotiating for benefits (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mentality) https://geni.us/cBKKn3x
Never compromise (hot tips from a former hostage negotiator) https://geni.us/YBSogJ

Management courses continuing professional development points (CPD)

You can record your CPD points for management courses in our free downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you only watched the video, score 1 MC CPD point.
– If you have also completed all recommended exercises, you will receive a total of 5 MC CPD points
___

Note:
Links to our book recommendations are linked via Amazon

#Negotiation #NegotiationTeam #ManagementTraining

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