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augment your team and to avoid this, the majority ofthe people may be involved during
the planning phase and can only be added to the team ifit is unavoidable.
The Overall Negotiation Strategy
The overall negotiation strategy is determined by what you are negotiating
about and with whom you are negotiating. Fuller (1991:31) says some people are easier
to negotiate with on a one-to-one or small group basis or when the nature of the
negotiation requires secrecy. This means the negotiating team can be smaller here.
Sometimes it is better to put together a large team to demonstrate power to your
adversaries. This, however, may lead the other group to increase its numbers, and big
numbers are not always conducive to successful negotiation. Fuller, however, advises
that one should follow one's feelings as to the size of the negotiation team if one is
comfortable with it.
Team size
Fuller (1991:32) says it is common that negotiating parties agree before the
negotiation on the number ofparticipants that will take part in the process. This makes
it possible for the members also to know who will be participating. This in turn helps
each party to select their own team members. The venue and facilities where the
negotiation will take place also determines the size of the team. The distance to the
negotiating site also detennines how many people can be cost effectively sent to the
negotiations.
Qualities To Look For In A Negotiation Team Leader
Fuller (1991:32-33) suggests the qualities that are needed in someone who will
lead a negotiation. Besides possessing leadership qualities, the leader must also have
the following qualities:
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