Question:

Adel works for a major airplane manufacturer in the Midwest. He must travel to Washington, D.C., to negotiate revisions to a contract with the U.S. military. The key issues presented are cost overruns due to complex engineering changes. He has two weeks to prepare for the meetings, which will run over a period of three days in Washington. His department is currently spread pretty thin working on several projects simultaneously. Adel''s staff is a fairly homogeneous group, with most people coming from engineering backgrounds. His two senior people typically disagree on everything.

questions:

1. What factors should Adel consider in deciding whether to use a team for the negotiation?

2. what additional information would you desire before making your final decision on whether to take a team to Washington?

3. How should Adel decide whom to take to the negotiation? Provide reasons.