The Negotiation Book: Your Definitive Guide To Successful Negotiating

7.4. NEGOTIATION USING EMPOWERMENT WITHIN TEAM ROLES

When negotiating in teams it is important to be organised in such a way that you perform well as a unit. Understanding who is empowered to do what and who will take the final decisions is also key to the workings of any team in pressured situations. Negotiating in teams can only be effective when everyone understands their role, that is if everyone is disciplined enough to keep to their role and is able to contribute towards the team's efforts. There are four distinct team roles which are typically adopted:

• the spokesperson

• the figures person

• the observer

• the leader.

Each is designed to help your team perform to the best of its varied abilities.

7.4.1.

7.4.1.1. The spokesperson

The spokesperson is empowered to conduct most of the dialogue, including tabling proposals within the parameters set out by their boss or in this case the leader in the negotiation team. That is not to say that others should not or cannot talk but they should do so through invitation from the spokesperson. Within their role, the spokesperson is empowered to trade on behalf of the team, yet will need to refer to their leader to get final agreement.

7.4.1.2. The figures person

The figures person understands the implications of movement on each of the variables. They are in the team to advise on possibilities, calculate movements and proposals, and understand the total value of the agreement at any given point in time. They should be disempowered to make ...