ABSTRACT
The team environment brings people with different knowledge, views, skills, beliefs and opinions together, and this all must be harnessed towards a common goal. Teams that tend to perform and achieve goals are those that become something more than the people in them. This chapter discusses the advantages and disadvantages of operating as a team around the negotiation table as compared to the solo negotiator, what to consider in deciding which approach is suitable and the keys to effective team-based negotiations. The chapter concludes with a discussion on the rise of remote or virtual teams and the advantages and challenges that they pose.
