Team Negotiation Process

The video discusses the dynamics of negotiating as a team, highlighting the benefits such as integrative outcomes, team efficacy, and the halo effect. It also addresses challenges like team selection, communication, and information processing. Effective tactics for team negotiation include goal and strategy alignment, preparation, and accountability.

What is the 'team effect' in negotiations?

• It refers to the negative impact of team disagreements.

• It leads to more integrative outcomes by combining interests.

• It is the tendency of teams to work slower than individuals.

• It describes the lack of accountability in team settings.

How does the 'team halo effect' influence accountability?

• The effect increases individual accountability within teams.

• Teams are less likely to be blamed due to shared decision-making.

• Individuals in teams are always held accountable for decisions.

• Teams are more likely to be blamed for negative outcomes.

What is a key challenge in selecting teammates for negotiations?

• Choosing members who have diverse opinions and can cooperate.

• Ensuring all team members have the same skills.

• Selecting members who agree on every issue.

• Picking members based solely on their negotiation experience.

Why is communication a challenge in team negotiations?

• It is easy to ensure everyone understands the same information.

• Side conversations are encouraged to enhance understanding.

• Communicating the same message to multiple people is complex.

• Team members always perceive information in the same way.

What is 'common information bias' in team settings?

• The belief that everyone understands information differently.

• The assumption that all team members perceive information identically.

• The tendency to ignore shared information.

• The bias towards individual opinions over team consensus.

What is crucial for aligning goals and strategies in team negotiations?

• Ensuring only the objectives are aligned.

• Aligning both the objectives and the means to achieve them.

• Ignoring strategy alignment to focus on outcomes.

• Focusing solely on individual goals.

How can accountability be ensured in team negotiations?

• By making individuals accountable only for their own actions.

• By holding only the team leader accountable for outcomes.

• By ensuring individuals are accountable to the group collectively.

• By ignoring individual accountability in favor of team success.