Pros & Cons of negotiating in a team (reading 3.12)

Pros
Aligning the conflicting interests held by members of your own team.
Implementing a disciplined strategy at the bargaining table. 
Clarify team goals/ Plot out the conflicts.
Constituents willing to concede more ground if they see the big pictures. 
Form relationships across constituencies.
Bringing in outside consultant to analyze data can align team interests.
Discover one another's strengths and weaknesses.
Rehearsals/Team role-play ahead of time.
Team members with prior negotiation experience with the other party can be valuable.
Clarify who has authority to make concessions and decisions. 
Can play good cop-bad cop routine to whipsaw an opponent. 
Give specific roles to team members.
Make sure team's strategy has been vetted by higher-level management.
Teams achieve higher quality outcomes.
Teams can learn more about the other party's priorities.
Maximizes use of team resources.
Establish a plan for intrateam communication.
Discuss and decide in real time when making concessions.
Access to greater expertise.
Ability to assign members to specialized roles. 
Can implement more complex strategies.


Cons
Other team members could blurt out or say things that cause the team to lose ground.
Have different priorities.
Imagine different ideal outcomes. 
Sometimes does not go to table with a coherent negotiation strategy. 
What's good for one part of the team/company may be bad for another part of the team/company. 
May dig in on issues important to their constituents rather than what's best for the company. 
May not be able to reconcile differences. 
Team members don't have access to same data as leaders.
Members may distrust data that comes from different departments.
Undisciplined behavior.
Team members can get emotional or become irrational toward the other side. 
Team members sometimes reveal information that jeopardizes a position or expose weakness.
Team member may become overeager without reciprocal concession from the team.
Clashes about appropriate negotiation styles.
Some team members offer too much information or chime in at inopportune moments. 
Can run into trouble at the table when experts aren't available.
Lack of internal alignment increases the probability that team discipline will break down. 
Deficiency can push team into a spiral.