Disagreements and negotiations are rarely « punctual ». If you disagree, it`s important to remember that you may need to communicate with the same people in the future. For this reason, it`s always worth asking yourself if « winning » the topic in question is more important than maintaining a good relationship. Imagine that you have just reached an agreement. You`re pretty happy with the deal, but you suspect you could have gotten more value out of it. According to conventional wisdom, you should stop talking to your counterpart about the deal and move on so as not to spoil the deal. In contrast, Bazerman advises asking the other party if it would be willing to re-examine the deal to see if it can be improved. Explain to your counterpart that you are free to reject a revised agreement if it does not improve both of your results. This type of post-billing can lead to new sources of value that can be shared between you.
It can also help generate a win-win contract if you didn`t have one before. Your success in drafting your initial agreement may have created the confidence to explore the possibility of an even stronger business. In the common sense of the word, a win-win negotiation is an agreement that appeals to both parties. In an ideal world, a win-win deal is the only type of deal that would ever be concluded. Even in today`s world, the vast majority of negotiations end in win-win situations. Here are some types of differences that negotiators can use to build win-win negotiations: The desire to create a lasting relationship in a negotiation is admirable. However, this admirable feature does not guarantee that you will leave the talks with a win-win deal. Mutual relationships are ideal, with each party creating value for their organization and for the organization of others. In the 1980s, the way people thought about negotiation changed dramatically, writes Lawrence Susskind, a professor at the Massachusetts Institute of Technology, in his book Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation (PublicAffairs, 2014). Thanks to the collaborative spirit of Roger Fisher, William Ury and Bruce Patton`s bestseller Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 1981), millions of people have come to believe that win-win negotiations are an improvement in the dominant win-lose mindset. In an ideal win-win situation, you will find that the other person wants what you are willing to act and that you are willing to give what they want.
If this is not the case and one of you has to give in, it is right to negotiate some form of compensation for it. But both parties should always feel comfortable with the result. For example, an employee in a work situation may say, « I`m not getting enough support, » while the employer believes the person is receiving as much support as they can offer and more than others in the same position. However, the employee`s underlying interest could be that he or she wants more friends or someone to talk to more often. By focusing on interests rather than positions, one solution could be for the employer to direct the employee to a friendly organization so that their needs can be met. A win-win negotiation is a careful examination of your own position and that of your counterpart to find a mutually acceptable outcome that gives you both as much of what you want. If you`re both happy with what you`ve gained from the deal, then it`s a win-win situation! Principled Negotation is a joint win-win strategy developed by Roger Fisher and William Ury that can help you negotiate a deal in a civil manner. .