ORGS 4560 Lecture 36: ORGS 4560 Lecture 36
28 Apr 2018
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Department
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ORGS 4560
Lecture 36
• Persuade with data
o Root of conflict of interests could be that team members do not
have access to same data
o Demonstrate your case to negotiating team by showing how
efforts effect departments
o Lack of trust in data use members of their own team or
consults to analyze and often discover strengths and
weaknesses along the way identified best roles in negotiation
Implementing a shared strategy
• Simulate the negotiation
o Role play predicted aspects ahead of timefind out when to
contribute when to be silent
o Aids in predicting emotional discipline and who has the
authority to make concessions
• Assign roles to capitalize on teams members strengths and
interests
o Members with particular expertise should be prepared to speak
when necessary: how much to say, when to say it and when not
to say it
o Important to have lead negotiator mostly talking and lead
strategist doing mostly listening
• Establish a plan for intrateam communication
o Establish creative ways to communicate between each other
(nudge, stretch, pass notes)
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