Group Negotiations

In business negotiations, you often work in a group. Doing in this way has advantages and disadvantages, as well as a special strategy in which everyone must collaborate. You should avoid improvisation in the group at all costs, since if it is difficult to improvise individually, it is even harder in a group.

Before starting the negotiation, you must be claer about:

  • The objectives.
  • The strategy.
  • The red lines.
  • What you know about the other party: objectives, boundaries, fears.
  • What you’re going to do if…
  • What role each participant will play.
  • If you share in the result obtained.

We tend to increasingly participate in more group negotiations because the world is becoming more complex.

These days, companies increasingly want to protect themselves. Since they want to protect themselves, they ask for experts to intervene, bringing in new actors to the negotiation. To avoid improvisation, below is a list of aspects that you should take into account when negotiating in a group:

  • Share a common idea of what you want to achieve.
  • Communicate your information: the facts, the data, the tactics, the people involved, etc.
  • Define who will be the spokesperson.
  • Develop each member’s role.
  • Propose a provisional agreement.
  • Respect team discipline: never criticise and, if necessary, ask for a suspension of the session.
  • Decide the internal rules of operation.
  • Spend time recapitulating with the entire group.
  • Consider dividing the group if the members are valuable.
  • Involve an expert if necessary.
  • Choose a member of the group to act as an observer and analyse how you work from the outside.
  • Promote group unity.


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