The_Essential_Manager_s_Handbook

430 / DEVELOPING YOUR TECHNIQUE

Understanding the advantages

There are many benefits to negotiating as a

team. Being part of a team provides for multiple

creative trade-offs and options and has other

advantages, too. Sheer “strength in numbers”

makes a team feel secure and powerful and

sends a clear message to the other party that

you are serious about the deal. You are also

likely to feel less pressured when negotiating

as a team, and are unlikely to make too many

concessions too early in the process.

Advantages and pitfalls

US_430-431_Negotiating_team_2.indd 430 30/05/16 3:07 pm