Teams tend to do better than individuals in terms of achieving joint gains because the more smart people there are at the table, the better a full range of issues can be discussed and understood.
Teams trust each other less than individuals do because, in team dynamics, there is a clearer ‘us/them’ (or ‘in group/out group’) boundary between the two sides. There is also a greater feeling of unknowingness in relation to the other side compared to individual negotiators. The potential benefit can thus be offset by a lack of mutual trust.
Prior to negotiations, most of the dialogue that teams engage in could be categorized as ‘schmoozing’ – social small talk unrelated to the negotiations. But when teams are instructed to talk about the overarching goals they share with the other side before negotiating for real, it can significantly increase joint gains in the final agreement. This is because this pre-negotiation discussion fosters perceptions of good intentions from the other side – leading to increased trust and greater cooperation.
Have your team discuss what’s important for all parties to get a better outcome from your negotiations prior to the main talks, when perceptions of the other team are still being formed and there’s the greatest room for these impressions to be shaped and trust to be built.
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