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Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).

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Related Experiment Video

Updated: Jun 20, 2026

Setting Up a Stroke Team Algorithm and Conducting Simulation-based Training in the Emergency Department - A Practical Guide

Setting Up a Stroke Team Algorithm and Conducting Simulation-based Training in the Emergency Department - A Practical Guide

Published on: January 15, 2017

How to manage your negotiating team.

Jeanne M Brett¹, Ray Friedman, Kristin Behfar

¹Northwestern University's Kellogg School of Management, Evanston, Illinois, USA. jmbrett@kellogg.northwestern.edu

Harvard Business Review

|September 10, 2009

Summary

Aligning team priorities before negotiations is crucial for success. Research shows that mapping goals, resolving conflicts, and using data can prevent costly mistakes and lead to better outcomes.

Area of Science:

Business and Management
Organizational Behavior
Negotiation Strategy

Background:

Negotiating teams often comprise members with divergent departmental priorities (e.g., sales, finance, legal).
Misalignment of individual goals within a team can lead to suboptimal negotiation outcomes and loss of leverage.
Internal conflicts and differing ideal outcomes are common, even among team members ostensibly on the same side.

Purpose of the Study:

To identify common pitfalls in team negotiations arising from misaligned priorities.
To propose actionable strategies for aligning team members' goals before and during negotiations.
To highlight the benefits of cohesive team negotiation strategies over individual approaches.

Main Methods:

Research based on management professors' findings on team dynamics in business negotiations.

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Last Updated: Jun 20, 2026

Setting Up a Stroke Team Algorithm and Conducting Simulation-based Training in the Emergency Department - A Practical Guide

Setting Up a Stroke Team Algorithm and Conducting Simulation-based Training in the Emergency Department - A Practical Guide

Published on: January 15, 2017

Analysis of common negotiation gaffes and their root causes within corporate teams.

Development of a four-step framework for goal alignment: priority mapping, direct conflict resolution, mediation, and data-driven decision-making.

Main Results:

Failure to align internal priorities can result in significant negotiation disadvantages.
A structured approach to goal alignment enhances team coordination and strategic complexity.
Pre-negotiation simulations and role assignments improve team performance and leverage.

Conclusions:

Effective team negotiation requires proactive alignment of diverse internal priorities.
Implementing strategies such as priority mapping and data utilization leads to more successful negotiation outcomes.
Cohesive teams, leveraging specialized expertise and coordinated strategies, achieve superior results compared to sole negotiators.