Negotiator Tip #2
We hear that term used often these days. So often it has become a “buzz word” with little meaning because it’s so overused.
What does win-win mean in negotiation? The general definition to a win-win situation is that every party benefits in some way. That’s what it means in negotiation, as well.
In any negotiation situation, you aren’t going to get everything you want and the other party isn’t going to get everything they want. As long as at the end of the day once the agreements is made, if all parties feel satisfied with the outcome, then that’s a win-win.
Win-win may not happen 100% of the time but that’s the thing you should strive for in your negotiation. Define in advance what the minimum win-win would be in your situation and estimate what a win-win might be for the other party. If you determine this in advance, you will have a clear path to ensure you obtain a winning result.
My good friend Glenn Moreshower from the movie Transformers and the hit TV show 24 and Supergirl says “I don’t want to win at your expense, I want to win at your expanse.” That means both sides expand in a positive way as a result of the negotiation.
There are those who intentionally set out to have a win-lose situation where you are the loser. Those are fewer and far between but they do happen in some situations. You will typically recognize them when they start to push hard for their objective whatever that objective might be. They clearly want to win at all cost.
An example would be a contract that is non-negotiable or a price that is ridiculously high because they are the only one or one of the few that provides the thing you need. Recognize those for what they are and decide whether or not it is acceptable to you to agree to a deal like that. Sometimes if you are just starting out and need a contract with the organization that is offering it to boost your business, you may have to accept it. You have to evaluate the consequences upfront to determine if it will be good or bad for you in the end.
Most people want to achieve a win-win outcome. One side usually wants to save as much money as they can and the other side usually wants to earn as much money as they can. The object is to figure out where to meet in or close to the middle that is fair and reasonable to both sides. We will address all of that throughout this series. For right now, get the win-win mindset in your DNA and approach all negotiations with the idea to create win-win results.
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired