Chapter2NegotiationTeams解析.ppt

Part 1 Size of the negotiation team Larger negotiation teams: Advantages Specification Decision-making Employee development Efficiency Disadvantages Increased cost Disorder Lack of unity ( ‘divide and conquer’) 1. Team Leader 主谈人vs.项目负责人 The person in charge should: make the leader fully express him/herself during negotiation; oversee and guide the negotiation process; resolve negotiation impasses; attend ceremonies and sign on agreements Keep the questions throughout the class. Chapter 3 Negotiation Teams  Before the new class: A review of the last class Please try to retell what we have learnt in the last class with the aid of your self-constructed outline. Opening questions 1) Are big teams better than small ones, as “Two heads are better than one”, or the otherwise, as “Too many cooks spoils the soup” ? 2) Are the upper management best candidates for negotiation team leaders ? Opening case 案例： 某县一家饮料厂欲购买意大利固体果汁饮料的生产 技术与设备。派往意大利的谈判小组包括以下四名 核心人员：饮料厂厂长、县主管工业副县长、县经 济委员会主任、县财办主任。 1) 你认为如此安排谈判人员说明中国人的谈判带有 何种色彩？可能的后果是？ 2) 如何调整谈判人员？理论依据是？ Key terms Good cop/Bad cop Good guy Bad guy Hardliner Sweeper Contents Part 1 Size of the negotiation team Part 2 Staffing of the negotiation team 1. Team leader 2. Team members Part 3. Teamwork Opening question revisited: To negotiate as a team has its advantages. However, when it comes to the size of the team, are big teams better than small ones, as “Two heads are better than one”, or the otherwise, as “ Too many cooks spoils the soup” ? Part 1 Size of the negotiation team A general rule: Smaller is better. Suggested membership: about 5 Question: How to decide the size of your team in real contexts ? Part 1 Size of the negotiation team Part 1 Size of the negotiation team Factors to consider when decide on the team size: Membership of the other party Complexity of the negotiation Need for technical experts Number of associates in the project Part 2 Staffing of the negotiatio