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  3. Build Your Team in Negotiation You are leading a negotiating team for your company, facing off with a major client to work o

Build Your Team in Negotiation You are leading a negotiating team for your company, facing off with a major client to work o

admin2014-02-15  4
问题                 Build Your Team in Negotiation
    You are leading a negotiating team for your company, facing off with a major client to work out a price increase. You think you’re on solid footing you’ve done your homework, and you know the terms you’re looking for. But after some opening niceties, one of your team members blurts out:  "Just tell us what do we need to do to get more of your business?" And at that moment, you know you’ve lost the upper hand.
    Gaffes like this are more common than most businesspeople would care to admit. Team members, often unwittingly, routinely undermine one another and thus their team’s across-the-table strategies. We studied 45 negotiating teams from a wide array or organisations, including ones in the finance, health care, publishing, manufacturing, telecom, and nonprofit sectors. And they told us their biggest challenges came from their own side of the table.
    Drawing on the lessons learned from the experiences of these teams, we offer advice on how to manage the two major obstacles to a negotiating team’s success: aligning the conflicting interests held by members of your own team and implementing a disciplined strategy at the bargaining table.
    Align Your Own Team’s Interests
    It’s not surprising that negotiating teams wrestle with internal conflicts. After all, companies send teams to the negotiating table only when issues are political or complex and require input from various technical experts, functional groups, or geographic regions. Even though team members are all technically on the same side, they often have different priorities and imagine different ideal outcomes: Business development just wants to close the deal. Finance is most concerned about costs. The legal department focuses on patents and intellectual property. Teams that ignore or fail to resolve their differences over negotiation targets, tradeoffs, concessions, and tactics will not come to the table with a coherent negotiation strategy. They risk ending up with an agreement that’s good for one part of the company but bad for another. On the basis of our research, we recommend four techniques for managing conflicts of interest within the team, internal tradeoffs they must make before they can coalesce around the highestmargin proposal.
    Work with constituents
    Underlying many conflicts of interest is the simple fact that members represent different constituencies within the organisation. People don’t want to let their departments down, so they dig in on an issue important to their constituents that might not be in the best interest of the whole company. If constituents are presented with all the facts, however, they might be willing to concede more ground because they’ll also see the bigger picture.
    To help get everyone on board with a single negotiation strategy, some leaders deliberately assemble teams that contain only individuals good at forming relationships across constituencies. Managers who don’t have the luxury ot choosing their team members, though, might have to go an extra mile to engage those constituencies themselves. One way is to invite important opinion leaders or decision makers to attend team planning sessions. Alternatively, team managers might have to embark on multiple rounds of bargaining with constituent departments. One manager described many times he went back and forth between the customer service department, the programme managers, and the engineers. He’d say:  "OK, we need you to move a little bit more and get your number down a little bit more. We are close—just come this little extra bit."
What are the two major obstacles for the negotiation team according to paragraph three?
选项 A、a unified negotiation strategy and conflicts of interests among members
B、bad emotion and ineffective communication among team members
C、mutual distrust and ill preparation
D、ineffective planning and lack tactics
答案A
解析 文中第二段提到“Drawing on the lessons learned from the experiences of these teams, we offer advice on how to manage the two major obstacles to a negotiating team’s success: aligning the conflicting interests held by members of your own team and implementing a disciplined strategy at the bargaining table.”即：从这些公司的教训中我们对影响谈判成功的两个障碍提出建议：统一你的团队中成员的利益冲突和在谈判桌上实施有纪律的策略。可见两大障碍就是员工的利益分歧和没有统一的谈判策略。因此，A项为正确答案。
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