How negotiators work in teams

Abstract

Investigates the theory and practice of negotiation through studying British managers in a role playing situation; observations then formed the basis of this questionnaire survey, which was sent to 300 UK managers, and follow‐up interviews were carried out with 30 managers. Refers to earlier research conducted by the same authors and explains how this research builds on their previous findings. Explains the methodology of this study. Reports on the use of teams in negotiating behaviour, the size of the teams, team preparation and formation, team roles, team management, acquiring information, understanding agreements, demonstrating a united front, establishing facts, attempting to split the opposition, exaggerating divisions in an opposing team, tactics, and the use of adjournments. Concludes that smaller teams, consisting of people used to working together, are perceived to be more effective. Highlights the areas where teams new to negotiations or working together should focus their attention. Suggests areas for further research.

Citation

Bright, D. and Parkin, W. (1998), "How negotiators work in teams", Management Research News, Vol. 21 No. 7/8, pp. 20-36. https://doi.org/10.1108/01409179810781536