Effective Traits and Behaviors
Appointing the Negotiation Leader
Top management will appoint a negotiation leader before deciding how to respond to a negotiation proposal. The appointed leader will have primary responsibility for the outcome of the negotiation. Leaders have earned this assignment by demonstrating their knowledge, judgment, and ability to represent the company. Their selection gives the company the best chance to succeed.
It is important for both sides to clearly define who has authority to negotiate and approve terms of the agreement and the total agreement prior to entering a negotiation. A layer of complexity is added when the negotiation leader has limited approval authority. However, there are ...
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