What do you do if your team is at odds during contract negotiations?

When your team is at odds, identifying the root causes of the disagreement is crucial. Convene a meeting dedicated to addressing concerns, giving each team member a chance to share their views. Practice active listening and validate their perspectives, while emphasizing common goals and the importance of unity. This approach is about gathering insights and preparing for resolution, not making immediate decisions or judgments. By fostering open communication and understanding, you can create a foundation for resolving conflicts and reinforcing team cohesion.

The assessment of issues that put the negotiation team at odds is basically a negotiation in and of itself within the team, as well as preparation for future negotiation rounds with the other party involved. The item's statement says it all: "(...) remind them of the common goals and the importance of presenting a united front". During my time as a contract negotiator, working in Legal for the companies I worked for, I often stressed this point; Legal, Procurement and other technical/industrial areas are part of the same company; the contract is the company's contract. Therefore, the team members have to have the opportunity to present their issues, so that the negotiation options make sense to the company as a whole, not just one area.

Open dialogue also means brainstorming, active creation of options, therefore refraining from behaviors that present open or covert criticism. Joking on others' points of view can be seen as criticism.

Encouraging open and honest communication among team members is essential. Create a safe space where everyone feels comfortable expressing their thoughts without fear of reprisal. Ensure all views are considered and show mutual respect for the diverse expertise each member brings. This approach fosters open dialogue, helping to uncover underlying issues causing rifts. By valuing each perspective and promoting respectful conversation, you can work towards a consensus, strengthening team cohesion and collaboration.

Once you've identified the issues, focus on aligning your team's goals. This might require compromise or discovering a new approach that everyone can support. Remind your team of the broader objectives and the collective benefits of achieving them. An external facilitator can be valuable in this process, helping mediate discussions and ensuring all voices are heard and considered. By fostering cooperation and emphasizing shared goals, you can unify your team and create a path forward that is agreeable to all members.

Establishing a clear decision-making protocol is essential. This protocol should specify how decisions will be made when unanimous agreement isn't possible, whether by majority rule, a designated leader, or another method. Having this protocol in place prevents stalemates and ensures that negotiations progress smoothly. It's vital that this protocol is agreed upon before negotiations start to avoid confusion or further disagreement. Clear decision-making guidelines help maintain order and efficiency, enabling the team to navigate conflicts and reach resolutions effectively.

Oftentimes escalating the issue to a higher echelon in upper management solves critical issues. But of course this relates to how much leeway the team has in deciding the issues involved in the negotiation; the more leeway the group has, the more need there will be for majority rule and other forms of decision within the group itself.

Before entering negotiations, rehearse as a team to refine your strategy and ensure a unified stance. Role-playing different scenarios prepares your team for potential challenges and solidifies a collective approach. This rehearsal helps each member understand their role and how to support the team's position, fostering cohesion. Practicing together is crucial for presenting a strong, coordinated front during actual negotiations, enhancing your team's confidence and effectiveness in achieving desired outcomes.