Case 16.1 Analysis – Team Negotiation
Adel, an employee at a Midwest airplane manufacturing company, is preparing to negotiate contract revisions with the U.S. military due to cost overruns following complex engineering changes. He has two weeks to prepare for the three-day negotiation that will be in Washington, D.C. However, Adel cannot take anyone from his department with him to D.C. because they are all on tight schedules for ongoing projects. As such, he is left to consider his staff, a homogeneous team with an engineering background, and his senior-level colleagues, who frequently disagree on everything.
Case Discussion Questions
Factors to Consider in Team Negotiation
When deciding whether to use a team in negotiation, the important factors to consider include the complexity of the task, time, and team dynamics. A diverse group is appropriate when the task at hand is complex and requires creativity or views from multiple experts. However, such a team requires adequate time to prepare. After all, members may have conflicting views that need to be resolved before the negotiation (Sanchez-Anguix et al., 2014). In contrast, a homogeneous team is suitable when the task is simple and requires quick action. Additionally, it is important to consider group dynamics, including the team members’ personalities. Competitive individuals and those who cannot manage their conflicts appropriately may not work well in a team (Corvette, 2007).
Additional Information
A key piece of information that would be valuable concerns the U.S. military’s expectations concerning who will attend the meetings. Notably, if the military intends to utilize a team during the negotiations, then it would be logical to take the same approach. Also, obtaining all the technical details of the matter would help decide whether input from multiple experts would be required.
Selecting Members of the Negotiation Team
Adel should consider individuals with the relevant expertise. He should also prioritize those who have high levels of sociability, openness, and emotional stability and low competitiveness because such individuals work well in a team. Accordingly, it would be advisable to avoid taking both seniors because their conflict could be divisive and detrimental to the negotiation. Besides, hierarchical differentiation within a team triggers competition, which would, in turn, make the team adopt a competitive style during the negotiation (Doyle et al., 2020).
Conclusion
This case has helped deepen my understanding of negotiations, particularly when input from a team may be necessary. Essentially, it provides key insights into when team negotiation would work best and which individuals would help in achieving the goal of negotiation. In addition, the case highlights the need to consider group dynamics when selecting a team to ensure that the selected team members will be beneficial during negotiation.
References
Corvette, B. A. B. (2007). Conflict management: A practical guide to developing negotiation strategies. Pearson Prentice Hall.
Doyle, S., Chung, S., Lount, R. B., & Swaab, R. I. (2020). Intra-team hierarchy triggers inter-team competition: The impact of hierarchy on team negotiations. Academy of Management Proceedings, 2020(1), 20658. https://doi.org/10.5465/ambpp.2020.20658abstract
Sanchez-Anguix, V., Aydoğan, R., Julian, V., & Jonker, C. M. (2014). Intra-team strategies for teams negotiating against competitor, matchers, and conceders. In Novel Insights in Agent-based Complex Automated Negotiation (Vol. 535, pp. 3–22). Springer. https://doi.org/10.1007/978-4-431-54758-7_1
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Question 
Case 16.1 Analysis – Team Negotiation
Adel works for a major airplane manufacturer in the Midwest. He must travel to Washington, D.C. to negotiate revisions to a contract with the United States Military. The key issues presented are cost overruns due to complex engineering changes. He has two weeks to prepare for the meetings that will run over a period of three days. His department is currently spread thin working on several projects simultaneously. Adel’s staff is a fairly homogeneous group, most with engineering backgrounds. His two senior people typically disagree on everything.
Case 16.1 Analysis – Team Negotiation
- What factors should Adel consider in deciding whether or not to use a team for the negotiation?
- What additional information would you desire before making your final decision on whether to take a team to Washington?
- How should Adel decide who to take to the negotiation?
Read and answer the case study question. The assignment is submitted to Turnitin. course textbook: Budjac Corvette, B. A. (2007). Conflict management: A practical guide to developing negotiation strategies. Upper Saddle River, NJ: Pearson
Additional information: ISBN 9780131193239, Edition: 1st OER Online Option:
https://www.yumpu.com/en/document/read/65198329/conflict-management-a-practical-guide-to-developing-negotiation-strategies-by-barbara-a-budjac-corvette-z-liborg
Last Updated 06/2022
Chapter Assignments intstruction:
You will be asked to complete assignments to demonstrate your understanding of the course content.
For each chapter assignment, you will be asked to reflect on the case/task. Some assignments will require you to answer questions that are included in the text. In addition to answering each of the questions, you must include at least two credible sources to support your points (not including the textbook) in APA formatting. These do not need to be current, but they cannot be blogs or popular news sites. Each chapter assignment is worth 10 points, and grading rubrics can be found in the content area on D2L. The format for the chapter assignments are as follows:
1. Provide a summary of the case or expectations of the assignment, if a readable case is available (Minimum 3 full sentences)
2. Answer/expand each of the questions associated with the case (Should be more than one sentence. AVOID yes, no, or I agree as your only response)
3. Provide a brief conclusion on how or why this could help you in understanding conflict management/negotiations.
4. Provide two credible external sources in addition to the textbook