In difficult negotiations, you should never negotiate alone. Set up your negotiating team according to the FBI-model:
the Decision Maker
This structure will ensure that all the team members know their functions and execute tasks accordingly.
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.
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.
The Decision Maker is responsible for the final decision and any consequences the decision entails.
Decision Maker’s Tasks:
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