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Negotiation
"Win-Win" Negotiations
Effective negotiation enables us to resolve conflicts and disputes as well as to find that Win-Win position where both parties achieve success. The goal of win-win negotiation is to find a solution that is both beneficial and acceptable to both parties, leaving them each in a better position than they were previously.
"In a successful negotiation, everyone wins. The objective should be agreement and preservation of relationships, not victory."
Collaborative negotiation is the most effective means of negotiating a solution to a conflict or dispute. Thus, this should be the most desirable approach to negotiating resolutions in our personal and professional life. This approach also preserves an on-going relationship with the other person with whom we negotiate, which is normally a highly desirable outcome of the process.
Preparation is a key ingredient to developing excellent negotiation skills and to achieving success. Lack of preparation, will prevent you from being able to clearly define the results you want and what are your relative priorities in rank order and also, may preclude you from properly evaluating highly beneficial alternatives that may arise as the negotiation progresses. Some of the important considerations that should be considered prior to entering into negotiations include:
1) Establish clear expectations and goals;
2) Identify all issues and undisputed points;
4) Know the important aspects of the issues and the critical details;
5) Anticipate the outcome the other party desires;
6) Determine what are the deal breakers for you and the other party;
7) Anticipate what counter-offers you could make or receive; and
7) Be ready to walk away if doing so become necessary.
Successful negotiation is a very satisfying experience that both rewards the negotiator with the desired outcome and provides a deep sense of satisfaction in building stronger relationships between the parties.John Di Frances is a professional negotiator who works on behalf of corporations in high value negotiations and who teaches audiences how to succeed in Win-Win negotiations.
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