MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

Before identifying specific negotiation tactics, it is necessary to establish the desirable negotiation style based on two variables:

• The degree of relationship with the other party . If the future relationship is important, it is advisable to negotiate in a soft manner, especially avoiding closed positions, irritants and excessive pressure, e.g. with a work colleague it is advisable to negotiate in a soft style. On the other hand, if the future relationship is not important, it does not mean that we should negotiate hard, but if necessary we can use a hard style. • The degree of reliability of the agreement . There are negotiations in which the agreements are contractually guaranteed (service contracts, notarial deeds, commercial contracts, etc.), while there is another type of agreement in which it is not possible to guarantee its fulfilment except by the will of the executors (quality of the service, work effort, interest in achieving the objectives, etc.). In the first case, negotiators can act in a closed manner, trying to mislead the other party and concealing certain information;

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