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Many of our negotiations are team negotiations. Namely, that several of you are negotiating with several of them. Negotiations with regulatory agencies, with contract research organizations or when you represent your company in negotiations with other companies over the purchase or the licensing of a compound all usually involve teams on both sides of the table. Team negotiations create a special series of problems if they are to be effective and your objectives achieved. The key is how we plan for the negotiation. The current newsletter is an article by Charles Craver, which looks at the process of planning for a team negotiation. This article is from the April, 2014 issue of the Negotiator Magazine and is reprinted with their permission.
Multiple Person Negotiating Teams Must Present a United Front
By Charles B. Craver
The Negotiator Magazine, April 2014.