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9 Leading a Delegation

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Chapter Summary

In the political and economic spheres, negotiations are frequently not conducted by individual negotiators, but by a group, the negotiating delegation. This chapter prepares the experienced negotiator for the differences that exist in a teamwork situation, and his particular role in it. It looks at the basic problems that arise when assembling and leading a multiple delegation. The example of President John F. Kennedy and his cabinet presented in the chapter shows that even an experienced team of brilliant people can run into trouble if it does not incorporate certain control mechanisms. A different point of view puts the various functions of the team and the roles of its members in the forefront. The purpose of all these activities is to maintain the group and enhance its ability to function. This involves coordinating the actions of the team members and mediating between their various interests.

Keywords: delegation; John F. Kennedy; negotiation



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