When Your Biggest Negotiation Challenge Is… Your Own Team
Joseph McGuire - Face Facts
Facial Analysis Expert| Human Lie Detector IExecutive Interview Skills Mentoring| Global Communication Skills Training | Keynote Speaker I Author
"The strength of the team is each individual member. The strength of each member is the team." – Phil Jackson
You’re gearing up for a big negotiation. You’ve studied the other side, mapped out strategy, and planned your approach.
But there’s a problem.
It’s not them. It’s you.
Or rather, it’s your team—your own colleagues, all seeing the deal through different lenses:
?? The Hardliner wants to push aggressively. “We hold the power here.”
?? The Diplomat urges compromise. “We need to keep the relationship intact.”
?? The Risk-Taker wants bold moves. “Let’s bet big and go for it.”
?? The Analyzer hesitates. “We don’t have enough data yet.”
And when these perspectives clash—without alignment—you don’t have a strategy. You have internal friction. And that friction will show at the table.
"A house divided against itself cannot stand." – Abraham Lincoln
So what’s the fix? It starts long before the negotiation itself.
If this problem occurs, it's likely the seeds have been sown long before, and that presents some important questions.
How clear were you when hiring these people? How clear is your communication? Have you fully stepped your role as a leader? If you haven't, there's an adjustment process needed, both for you and your team. It may be uncomfortable, but for the future success of your business it's necessary and unavoidable!
In negotiation, the other side is watching for cracks. If they sense division, they’ll exploit it. But when your team moves as one—each strength balanced, each voice valued—you don’t just negotiate. You lead.
Some key steps:
? Align early – Before stepping into the room, get everyone on the same page about objectives, boundaries, and messaging. A united front is a powerful front.
? Acknowledge differences – Each personality type adds value. The Hardliner keeps ambition high, the Diplomat preserves trust, the Risk-Taker spots opportunities, and the Analyzer ensures smart decisions. Use them as strengths, not sources of conflict.
? Establish a decision-maker – Healthy debate is great in prep, but once the discussion is live, someone needs the final call. Make sure that’s clear upfront. That's where your decisive leadership is required.
Then you can plan for success by clearly defining and agreeing on the following:
1. Establish a Shared Goal
Before discussing strategy, ensure everyone agrees on what success looks like. Is it the best possible financial outcome? A long-term partnership? A quick resolution? If the team isn’t aligned on the destination, they’ll fight over the route.
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2. Define Roles and Responsibilities
Each person brings value to the table—so define where they fit:
3. Encourage Open Discussion—Before the Negotiation
Let your team voice concerns and perspectives before the actual negotiation, not during. Host a pre-negotiation alignment session where:
4. Set Clear Decision-Making Authority
Debating is healthy—but not during the negotiation itself. There must be a final decision-maker (usually the business leader or lead negotiator) who has the authority to make real-time calls. Make this clear upfront to avoid internal disagreements spilling over in front of the other party.
5. Use a Unified Communication Strategy
Even if team members have different personalities, they should speak with one voice. Agree on: ? Key negotiation points and fallback positions. ? Who speaks on which topics. ? What not to say to avoid mixed messaging.
6. Conduct a Mock Negotiation
Simulate the negotiation with a role-play exercise, where someone plays the opposing side. This helps uncover weaknesses in the strategy and ensures consistency in messaging.
7. Reinforce a Mindset of Collaboration, Not Competition
If internal battles become personal, remind the team: The real opponent is the other side—not each other. Shift the focus from individual viewpoints to collective success.
"Great things in business are never done by one person. They're done by a team of people." – Steve Jobs
Bottom Line
A misaligned team is a liability in negotiation. But when leaders harness different strengths, create clarity on roles, and foster team-wide alignment, they turn diverse perspectives into a strategic advantage.
If you're challenged by the diverse personalities in your team pulling against each other, DM me for a complimentary call to discuss how I can support you.
#negotiation #negotiationskills #leadership #communicationskills #teambuilding
Facial Analysis Expert| Human Lie Detector IExecutive Interview Skills Mentoring| Global Communication Skills Training | Keynote Speaker I Author
3 周Thank you Lee Tunney-Ware for reposting!
We work with people in conflict helping them see, hear and recognize one another, putting the past behind them and seeing new possibiities.
3 周Good article Joseph! It's interesting how team members often think they're doing a good job, but it's not what the team leader wants them to do. Alignment is essential, I agree, not only in negotiations.