ORGS 4560 Lecture 37: ORGS 4560 Lecture 37
28 Apr 2018
School
Department
Course
Professor
ORGS 4560
Lecture 36
Some of the biggest negotiating challenges often come from your own
team
Two major obstacles to a negotiating teams success:
• Aligning the conflicting interests held by members of your own team
• Implementing a discipline strategy at the bargaining table
Aligning your own teams interests:
• Often team members have different priorities and imagine different
ideal outcomes
• Risks include ending up with an agreement that’s good for one part of
company but bad for other
• Plot out the conflicts:
o Confronting diverging interests helps clarify goals, uncover
personality conflicts, and build unity of purpose many
companies create matrix of issues needed to be addressed:
o Plot priorities and positions on each issue, and what they think
each team members priorities and issues are: team members
recognize internal tradeoffs before proposal
• Work with constituents:
o Members represent different constituencies within the
organization and want to best represent their departments
goals however may not always coincide with the orgs goals
