The_Essential_Manager_s_Handbook

NEGOTIATING AS A TEAM / 429

MAKE TIME TO

PREPARE

Make sure that you have

enough time to create a

cohesive, trustworthy team,

and allow time to prepare

your strategy as a group

before you enter into a

team negotiation.

Tip

DECISION TIME

Negotiating as a team begs the

question of how to decide on a

course of action. Broadly, there

are three ways to reach a decision.

The first is unanimity, in which all

team members agree on a given

issue. This is a tough rule and not

recommended for most situations.

The second is the majority rule.

The majority will decide and the

minority comply with the decision.

The hazard here is that the

majority may impose a tough

solution that the minority cannot

live with. The third, and usually

best, decision-making rule is

consensus: making a decision that

not all the team members agree

with fully, but that all can live with.

of men in

negotiations lied

to men, but 24%

3 %lied to women

In focus

You may need to

exercise leverage

US_428-429_Negotiating_team_1.indd 429 30/05/16 3:07 pm