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1、Chapter2ChoosingyourteamBigguns,littlegunsHowbigshouldtheteambe?Thereareseveralreasonstokeepyournegotiationteam(NT)assmallaspossible.ThefirstfewdealwiththeexpenseanddifficultiesthatarisewhenyourNTmustoperateoverseas.Flights,groundtransport,meals,hotels,communication,conferencece
2、nters,taxes,andcargocanmaketripforevenasmallteamextremelyexpensive.Arrangingforpassports,visas,inoculations,andpotentialmedicalcareforalargegroupcaneasilybecomeunmanageable.Problemsandadditionalexpensesmayalsoarisewhenattemptingtodealwithvariousfamilyandbusinessschedules.Finally
3、,forNT’soperatingoverseas,keepingtrackoflargegroupsinaforeigncountryisnightmarishatbest-askanytourguide.TherestofreasonsforkeepingtheNTcompactapplytobothdomesticandoverseasassignments.Primarily,communicationisasourceofstrengthwithinanyorganizationandnevermoresothanwithintheNT.Pr
4、emeetings,recapsandmidmeetingbreaksdemandthatcommunicationbebothprecise,asmajordecisionsaremadeinamatterofseconds.TheCNmustbeabletoseektheinputoftheteamquickly,andlargegrouparecumbersome.Secondly,asmentionedearlier,presentingaunifiedfrontiskey.TheCNmustbeabletoredirecttacticsasc
5、ounterpartsbringnewissuestothetable.Agreementontacticsbecomemoredifficultindirectproportiontogroupsize,evenwhenthere’sagreementonstrategy.KeepingtheNTsmallenablestheCNtomaketimelyadjustmentstothenegotiatingplanandtodisseminatethatinformationquickly.Additionally,smallteamsaremore
6、easilyabletowithstandthe“wedges”thatcounterpartsmayattempttodrivebetweenmembersoflargeteams.Thirdly,themembersoftheNThaveotherjobdutiesunrelatedtothenegotiations.Thefeweryoupullawayfromtheirregularassignmentsthebetter.There’snosensedisruptingthecompany’scorebusiness.Asexcitingas
7、theinternationalarenais,keepinmindthatsomeonemustoverseetheoldbusinesswhileotherslookfornewopportunities.Don’tusetheassignmentasarewardAverycommonmistakethatexecutivesorCNsmakeisassigningmembershiptotheNTasarewardforothersuccessunrelatedtothetaskathand.Thisisespeciallytruewhenth
8、eteamisheadedforexoticlocales.Manyemployeesseet
