Negotiation Conference 2022: The 5%
How to choose the right profiles for Negotiating Team members?

In difficult negotiations, you should never negotiate alone. Set up your negotiating team according to the FBI-model:

the Negotiator
the Commander
the Decision Maker

This structure will ensure that all the team members know their functions and execute tasks accordingly.

The Negotiator

The Negotiator is the single point of contact for the opposing party – no exceptions. The Negotiator introduces themselves initially, clarifies their responsibilities, and states that some decisions will be taken jointly with other people for legal reasons. The Negotiator should get a license to negotiate from the Decision Maker prior to the process.

Negotiator’s tasks

  • Introduce themselves to the other party;
  • Clarify their responsibilities;
  • Clarify that higher powers have the final decision making power due to legal reasons – this does not limit the Negotiator’s competence.

Negotiator’s skillset:

  • Intuitive perception and empathy in negotiations;
  • Low key and calm;
  • Able to speak in a subjunctive mood;
  • Resilient under pressure.

The Commander

The Commander is the non-speaking negotiation lead. Their task is to observe the negotiation from a broader perspective and oversee the entire process while sitting at the table with the Negotiator. Commander does not speak during the negotiation – he instead focuses on the common interests and important clues to make sure that the agreement is reached at the right time.

Commander’s tasks:

  • Introduce themselves at the beginning and then remain silent in the background;
  • Listen and make notes without interfering with the negotiation;
  • If addressed directly by the opposite side, readdress it over to the Negotiator;
  • Inform the Negotiator about their interpretations of what has been said;
  • Advise the Negotiator on alternative options if needed.

Commander’s skillset:

  • Strategic thinking;
  • Emotional distancing from the negotiation;
  • Experience in difficult negotiations;
  • Important: resilience under maximum pressure.

The Decision Maker

The Decision Maker is responsible for the final decision and any consequences the decision entails.

Decision Maker’s Tasks:

  • Assume full responsibility for decisions and the consequences these decisions lead to;
  • Specify minimum and maximum targets;
  • Define walk-away position;
  • Determine the strategic objectives but leave sufficient room for achieving them.

Join us at the Negotiation Conference on October 6&7, 2022. Register here!

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