单击此处编辑母版标题样式,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,Chapter 3 Choosing the Negotiation Team,In this chapter youll learn:,who qualifies as a negotiator?,the role of the chief negotiator,team solidarity,3.1 Who qualifies as a negotiator,？,3.1.1 A negotiator as an individual,There are countless reasons that one should seek to empower themselves with better negotiating skills.Here are the top ten reasons for becoming a better negotiator:Negotiating trading terms and conditions,1.,Improve personal and professional profitability.,2.Achieve desired outcomes and create,synergy,while fostering relationships.,3.Maximize financial returns and value in negotiations.,4.Avoid being cheated.,5.,Neutralize,difficult negotiators and their tactics.,6.Enter into and conduct negotiations with confidence.,7.Know when and how to walk away from a negotiation.,8.Improve personal relationships with colleagues,clients and loved ones.,9.Build leadership and team building skills.,10.Turn cultural differences into assets rather than,liabilities.,What make a good negotiator or who qualifies as a negotiator?,Negotiators must possess a wide variety of,technical,social,communication,and ethical skills.,Age range,too,may be important and there are certain age limits within which effective negotiators are most likely to be found.,Early stages of a career:competitive attitudes,some elements of idealism,and high concern to gain experience and establish ones own position with promotion prospects.,Late stages of a career:a much higher,tolerance,for other peoples viewpoints and by increasing,commitment,to domestic and social goals.,In between these early and later stages there is a period in which,experience,has conditioned ones approach and ones career objectives;yet,energy,remains at a high level and there is a continuing and important search for satisfaction from work.,The precise ages for this mid-career phase vary from individual to individual,but for most people,it lasts maybe a decade within the age range of 33 to 50.,Therefore desirable age range for negotiators,according to Bill Scott,is likely to be within the band 33 to 50.,3.1.2 Personal characteristics,According to Jeffrey Edmund Curry,it is highly desirable that a negotiator has the following range of character issues to achieve satisfactory negotiation results:,1)Shrewdness,2)Patience,3)Adaptability,4)Endurance,5)Gregariousness,6)Concentration,7)The ability to,articulate,8)Sense of humor,3.2.1 The chief negotiator,Though a large team of global specialists may be gathered for some negotiations,the real interaction takes place between the two chief negotiators.,But who qualifies as a chief negotiator?,the heads of companies?,The chief negotiator is in general responsible for the negotiation team.,He is the chief speaker as well.The chief negotiator is responsible for,unifying,the strategy,tactics and overall style to be used by a particular,company,.He is the key person to a successful negotiation result.So we have to be very careful when choosing the chief negotiator.Generally speaking the chief negotiator must meet the following requirements:,He must exercise a high degree of,self-control,and,keep the team on track,under trying circumstances.,The chief negotiator should be able to,use the specialization of each member to its maximum advantage.,The chief negotiators greatest skill is the ability,to deal with pressure from a variety of directions,.,Candidates for chief negotiator should also be,technically,astute,with regard to both the companys products and modern day information technology.,3.2.2 Organizational qualities of the chief negotiator,When working overseas,the chief negotiator embodies the company in image and practice.Consequently,he must be highly organized in order to effectively handle the vast number of problems that will inevitably arise.,3.3 Team solidarity,3.3.1 A comparison between single negotiator and team negotiation,To any specific negotiation,we should first of all decide,whether its a single negotiator or team negotiation,.,The advantages and disadvantages of single negotiator and team negotiations.,The advantages of a single negotiator might be:to prevent the opposer,from aiming questions at the weaker members of the team or creating disagreement among team members,;to prevent from,placing complete responsibility on one person,;to prevent the,weakening of stated positions through differences of opinion between team members,and to avoid making on-the-spot decisions.,But it has a very high level requirement of the negotiator.,It needs the negotiator to keep a close eye on everything of the other party,to familiarize with every field that relate to the negotiation and at the same time to be alert enough to put forward quick responses to a scheme.Especially when the other party send in some experts,its really hard for a single one to manage all on his own.In this case in order to get an effective negotiation result its better to have a team,a team of two members thoug