New Player

When you are in the midst of an important negotiation and thing start to go wrong for your side, add a new member to your team or replace the primary negotiator with someone new.

You can also include an expert in your panel of negotiators to bring their experience and education to your side of the table. Or you may simply put one more person on your team as an observer with a fresh pair of eyes and ears.

Adding a new person to the team, or replacing the main speaker, can serve to distract the other side and give your team a significant advantage. New negotiators have the option to wipe the slate clean, so to speak, and give you an unsullied restart.

Example

When individual school teachers are unsuccessful at negotiating for a raise with the school board, they often ban together and bring the union in to take over. The union members serve as the “New Players” and are experts at persuasion to get what they want. The school board then has only a couple of options on the table, work with the teachers to find common-ground or face a strike that costs more money and puts the children out of school.

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