Читать книгу Negotiation Skills in 7 simple steps - Clare Dignall - Страница 24

The next step in creating an effective team is to assign its members with discrete roles. Although specialisms are important, you’re not just looking for professional or technical skills, but personality traits too. Maybe you know someone who is unflappable in a crisis, or a people-person who makes others feel at ease. Experience is crucial too; a tough-nut negotiator who has been through this before is a great asset – if you know of one!

Your team may include as few as two of the following roles, or it may include all of them and more.

 Lead negotiator: This spokesperson for the team makes the tough decisions and does most of the talking, as well as organizing and motivating the team.

 A note-taker: Someone needs to impartially record the key agreements being made. There need only be one ‘scribe’ in a negotiation, so it’s good to agree early which party will provide one.

 An observer: For big negotiations, there can be merit in having someone who can watch for signs of anxiety or resentment in the other party, and can share these insights in breaks or between meetings.

 A numbers person: If you’re negotiating about buying, selling, or pay, for example, you may need someone who has a head for numbers, spreadsheets and forecasting.

 An expert adviser: If you’re negotiating about one aspect in a specialist field, e.g. conservation, you may want someone who can bring expert insight to your strategy and who can answer complex questions with authority.