page_title: Negotiation
section_title: Team
hierarchical_section_title: Negotiation / Group composition / Team
caption_attribution_description: Polski: V Międzynarodowy Turniej Negocjacyjny – Warsaw Negotiation Round w Senacie RP Na zdjęciu studenci z University of Tromsø z Norwegii (po lewej) oraz University of Toronto z Kanady (po prawej)English: 5th International Negotiation Tournament – Warsaw Negotiation Round in the Polish Senate. Pictured: students from University of Tromsø from Norway (left) and University of Toronto from Canada (right)
context_page_description: Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. Negotiation is an interaction and process between entities who compromise to agree on matters of mutual interest, while optimizing their individual utilities. This beneficial outcome can be for all of the parties involved, or just for one or some of them. Negotiators need to understand the negotiation process and other negotiators to increase their chances to close deals, avoid conflicts, establishing relationship with other parties and gain profit.
  It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful.
  People negotiate daily, often without considering it a negotiation.
context_section_description: Due to globalization and growing business trends, negotiation in the form of teams is becoming widely adopted. Teams can effectively collaborate to break down a complex negotiation. There is more knowledge and wisdom dispersed in a team than in a single mind. Writing, listening, and talking, are specific roles team members must satisfy. The capacity base of a team reduces the amount of blunder, and increases familiarity in a negotiation.
  However, unless a team can appropriately utilize the full capacity of its potential, effectiveness can suffer. One factor in the effectiveness of team negotiation is a problem that occurs through solidarity behavior. Solidarity behavior occurs when one team member reduces his or her own utility (benefit) in order to increase the benefits of other team members. This behavior is likely to occur when interest conflicts rise. When the utility/needs of the negotiation opponent does not align with every team member's interests, team members begin to make concessions and balance the benefits gained among the team.
  Intuitively, this may feel like a cooperative approach. However, though a team may aim to negotiate in a cooperative or collaborative nature, the outcome may be less successful than is possible, especially when integration is possible. Integrative potential is possible when different negotiation issues are of different importance to each team member. Integrative potential is often missed due to the lack of awareness of each member's interests and preferences. Ultimately, this leads to a poorer negotiation result.
  Thus, a team can perform more effectively if each member discloses his or her preferences prior to the negotiation. This step will allow the team to recognize and organize the team's joint priorities, which they can take into consideration when engaging with the opposing negotiation party. Because a team is more likely to discuss shared information and common interests, teams must make an active effort to foster and incorporate unique viewpoints from experts from different fields. Research by Daniel Thiemann, which largely focused on computer-supported collaborative tasks, found that the Preference Awareness method is an effective tool for fostering the knowledge about joint priorities and further helps the team judge which negotiation issues were of highest importance.
caption: Students from University of Tromsø and University of Toronto during 5th International Negotiation Tournament – Warsaw Negotiation Round in the Polish Senate (2014).
exif: {"Image Make": "Canon", "Image Model": "Canon EOS 5D Mark III", "Image Orientation": "Horizontal (normal)", "Image XResolution": "300", "Image YResolution": "300", "Image ResolutionUnit": "Pixels/Inch", "Image Software": "ViewNX 2.1 W", "Image DateTime": "2014:05:05 23:00:40", "Image YCbCrPositioning": "Centered", "Image Copyright": "Kancelaria Senatu", "Image ExifOffset": "268", "GPS GPSVersionID": "[2, 3, 0, 0]", "Image GPSInfo": "690", "Image Tag 0x882A": "[2, 2]", "Thumbnail Compression": "JPEG (old-style)", "Thumbnail XResolution": "300", "Thumbnail YResolution": "300", "Thumbnail ResolutionUnit": "Pixels/Inch", "Thumbnail JPEGInterchangeFormat": "1086", "Thumbnail JPEGInterchangeFormatLength": "4217", "EXIF ExposureTime": "1/80", "EXIF FNumber": "13", "EXIF ExposureProgram": "Manual", "EXIF ISOSpeedRatings": "6400", "EXIF ExifVersion": "0230", "EXIF DateTimeOriginal": "2014:04:06 16:45:51", "EXIF DateTimeDigitized": "2014:04:06 16:45:51", "EXIF ComponentsConfiguration": "YCbCr", "EXIF ShutterSpeedValue": "3809/2120", "EXIF ApertureValue": "7400879/1000000", "EXIF ExposureBiasValue": "0", "EXIF MeteringMode": "Pattern", "EXIF Flash": "Flash fired, compulsory flash mode", "EXIF FocalLength": "38", "EXIF FlashPixVersion": "0100", "EXIF ColorSpace": "Uncalibrated", "EXIF ExifImageWidth": "5671", "EXIF ExifImageLength": "3780", "EXIF FocalPlaneXResolution": "1920000/487", "EXIF FocalPlaneYResolution": "320000/81", "EXIF FocalPlaneResolutionUnit": "2", "EXIF CustomRendered": "Normal", "EXIF ExposureMode": "Manual Exposure", "EXIF WhiteBalance": "Auto", "EXIF SceneCaptureType": "Standard"}