Lorina I. Pop
Department of Accounting
This paper was prepared for MBA/MPA 555, Negotiations, Summer 2015, taught by Harold S. Dahlstrand
There are several strategies necessary in becoming a successful negotiator; however I’m going to focus on the “win-win” strategy. A “win-win” negotiation strategy is one where both parties have combined awareness on the interest and relationship of the negotiation. Think of this strategy as the basis for a marriage, a long term committed relationship where issues tend to have mutual importance [Menard, R. (2009, November 17). What Does Win-Win Negotiation Mean? Retrieved July 18, 2014, from http://ezinearticles.com/?What-Does-Win-Win-Negotiation-Mean?&id=3281520]. When the relationship and the interest are both important to each party, the only outcome is a “win-win” situation.
There is an interesting connection between understanding an interest versus a position in a negotiation. Positions are the demands and offers made by the parties in a negotiation-what they want, or think they want. Interests are what the parties consider most important to them-what they truly need, or why they want it (Goldwich, D. (2011, June 13). Positions, Interests, and a Win-Win Agreement. Retrieved July 18, 2014, from http://ezinearticles.com/?Positions,-Interests,-and-a-Win-Win-Agreement&id=6349256). In a “win-win” strategy the goal is to align interests which are important to both parties and not defending or fighting for a position. Positions tend to build barriers in the negotiation process which ultimately cannot be aligned, thus leading to a reduction in communication or breakdown in compromise. You need to then determine what concessions can be made because it may be those limited concessions which lead you to giving up less to get more. A “win-win” negotiator should have certain qualities or characteristics which are beneficial in a successful negotiation. These qualities include engaging in joint problem solving. Too often our competitive nature takes over prior to the actual negotiation and we reside in the mode of winning at all cost. Instead of seeing two parties each trying for their own win, they look at a negotiation as a single problem they must solve together for mutual benefit (Goldwich, D. (2011, June 13). Seven Qualities of a Win-Win Negotiator. Retrieved July 18, 2014, from http://ezinearticles.com/?Seven-Qualities-of-a-Win-Win-Negotiator&id=6349204). Understanding your interests, knowing your desired outcome before negotiating, and having items which can be given up and used as bargaining chips are very important in achieving mutual gain. In theory, maximizing gain for each party is caused by adopting a collaborative mindset where you help the other individual at minimal cost to you. Other key characteristics in becoming a “win-win” negotiator are interlinked and include sharing information, asking questions, and listening empathetically. Sharing information between parties is extremely important because it displays trust and softens the competitive edge to win at all costs. Once information is shared, probing can be done by asking questions. These questions open up the other side to provide critical information pertinent to the negotiation. The next step is to listen empathetically. There’s always more information collected by listening than by arguing to get what you need. You learn more by listening than by talking, so encourage the other party to speak by listening attentively (Goldwich, D. (2011, June 13). Seven Qualities of a Win-Win Negotiator. Retrieved July 18, 2014, from http://ezinearticles.com/?Seven-Qualities-of-a-Win-Win-Negotiator&id=6349204). The last stage in the “win-win” strategy is arriving at a settlement for mutual gain. This is a very delicate process. You cannot just disagree without offering some type of explanation for the disagreement. The best way for you to...
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