Читать книгу Negotiation Skills in 7 simple steps - Clare Dignall - Страница 22

To represent the interests of many: Where the welfare of many is at stake, e.g. in neighbourhoods, local councils, retail, construction, call-centres and factories, a team of individuals who each represent a constituent group can better reflect their diverse needs.

When you need to think differently: Where negotiations are complex, where there seems no way of reaching a mutually beneficial result, or if a one-to-one negotiation has already broken down, it’s time to bring in the collective imagination of a team.

To show that this is important: Turning up in number is a concise way of saying this is important to you. For example, a team would underline the depth of community feeling if fielded against a construction company surveying parkland. However, turning up mob-handed on your neighbour’s doorstep to discuss his hedge, or arriving to talk pay with your boss flanked by colleagues, will look aggressive. If it’s important only to you, then it’s usual that only you should turn up.