The art of negotiation is one of the most studied topics in business literature. Many books teach techniques to get the best possible deal for yourself. There are also concepts to achieve results that are best for both sides: the so-called “Win-Win” negotiation.
The concept of “win-win” negotiation
The concept of “win-win” negotiations originated at Harvard Law School and deals with cases in which the Agreement couldn’t be better to the benefit of both parties.
By definition, a “win-win” negotiation is one in which no value has been compromised, all creative options explored, all available resources used to mutual benefit and no one made concessions unnecessary to achieve the result desired by both.
4 Strategies for Win-Win Negotiations
1. Ask the right questions
Most likely, when we enter a negotiation, we only have a vague idea interests and priorities From the other part. Many negotiators don’t even ask the right questions to find out what the real deal is.
In a win-win negotiation, it is important to determine whether our Goals You can connect with each other’s ambitions. The more you know about the other party’s expectations, the easier it will be to negotiate an agreement that balances both of your interests.
2. Be honest
What should I say about my goals and interests? In a win-win negotiation, it is important that it exists Reciprocity. Therefore, you need to be clear and realistic so that the other can better understand who they are negotiating with. In this way, you create a cooperative tone right from the start that facilitates dialogue.
Obviously, you shouldn’t put all your cards on the table before you’ve heard the other side, because there’s always a risk that the other side won’t cooperate. Best do a “correspondence” and gradually play.
3. Offer alternatives
The best win-win deals often come about after the parties have discussed multiple proposals rather than a single offer. The reason for this is that a single supply tends to produce one anchor effect and leads the discussion into an “all or nothing” situation. On the other hand, more opportunities encourages both parties to communicate find solutions increasingly creative for mutual benefit.
4. It has a third party
Finally, it is a good way to build a win-win negotiation a third item, neutral, which helps the parties reach a mutually beneficial agreement. The third party can also be an important contributor to improving an already existing agreement, as they can make suggestions that neither of you have thought of.
The third person can also help create an environment of greater trust, e.g refute the suspicion that one side wants to gain an advantage over the other. This creates an environment conducive to the exchange of ideas. In addition, an external opinion aligned with the interests of both parties also helps to reduce the possibility of mistakes.
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