The International Negotiations Handbook - Baker & McKenzie

• The delegation’s presence in the space
The International Negotiations Handbook
– Think about the number of people in the delegation’s group and the message
the quantity conveys.
– If the delegation is not worried about having too many participants, consider
having enough to take on the following roles: spokesperson, note-taker,
decision-maker, substantive/technical expert, observer, interpreter.
– If it is preferable to have fewer participants on the delegation’s team, make
sure the delegation has identified one clear spokesperson who will lead and
be in charge.
– Make sure all members of the delegation’s group understand the delegation’s
goals and are embodying the image that will best help the delegation achieve
the delegation’s goals. Discuss and plan a collective team image (one of control
and ease). Remember – whichever group appears more anxious to settle
will likely lose.
Establishing Parity
In any negotiation, it is imperative that the delegation choose the best people
to participate. The delegation’s ability to communicate effectively can be hampered
if people with appropriate power and decision-making authority are not there.
• Establish the identities and titles of each person the delegation wants to participate.
• It is important that participants on all sides of the negotiation are of comparable
stature and that there is equality for all members of all teams.
• Choose appropriate technical experts to advise the delegation in the negotiation
room. Ideally this would be people respected by all parties as experts in their
respective fields.
• Ensure that the other parties are bringing appropriate members to the negotiations
as well (perhaps by confirmation during the delegation’s preliminary communication).
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