The same dynamics occur in a negotiation team as in any team performing a common task. There must be clarity and alignment on the following issues:
Negotiation goals and objectives
Team roles and responsibilities
Procedures and methods
Relationships and negotiating styles.
Lack of alignment can create a nightmare for a negotiation team. Think about a time when you and your spouse disagreed on an issue one of your children wanted to negotiate. Or consider the sales manager who arrives in the negotiation and offers a key currency that the account executive has refused to concede. Working on a team to plan the negotiation, requires additional time to gain alignment on these key areas.