One of the more challenging leadership responsibilities is building a dedicated team to assist the preparation and execution of the negotiation. A negotiation edge is created by assembling and managing a support team that is superior to the other side. A high-functioning team requires skills, work ethic, and personalities that fit specific roles. The selection is based on who needs to be on the team and not who wants to be. The team size and required skills are dependent on the negotiation’s complexity and the number of influential stakeholders.
Negotiation Complexity
The complexity of a negotiation is a function of the number of proposed terms and expertise required to analyze, negotiate, ...
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