How to Create a Win-Win Situation in Negotiations

Posted on by sherrie10ec

A recent article in Busines Insider noted an executive from a world famous tech company showed up late to negotiations wearing jeans, no socks, and a Hawaiian shirt. The major faux-pau by an industry leader forces the question have negotiations changed.

In 2006, Professor Richard Shell published Bargaining for Advantage: Negotiation Strategies for Reasonable People. The authors list fours steps used to create successful negotiations; preparedness, exchange of information, bargaining, closing, and commitment, which I used as a professor teaching negotiations. The relevancy of the components are still applicable a decade later. As negotiations have transitioned from the backrooms and boardroom to the Human Resource offices and home offices, the ability to negotiate successfully is crucial.

The quote “preparedness prevents poor performance” is at the foundation of successful negotiations. Preparedness, today for negotiation, goes beyond the traditional factors of reviewing notes and interest of those at the table. Negotiations now include influences of emotional awareness and intelligence, effective listening skills, verbal and non-verbal communication and the ability to see the situation from the other side. It is at this stage fundamental are established, and relationships are built. It is time to assess if this a one-time deal or someone you will see again at the negotiations table. It is these factors which determine the type of negotiation used.
The next step in the negotiations process is the exchange of information, and it is a dance. The best negotiators can gather information about the other party without revealing too much in return. The key is to keep quiet and listen to what is said (back to those ever important listening skills). Quietly listening and pausing before responding, a tactic that works for every age group from children to grandparents; and everyone in between. With a six-year-old, it is a skill I use on a daily basis.

As the wants and needs are on the table, the bargaining now begins. In preparing for this portion of the negotiation, establishing the must have, and walk-away points now come into play. Here is where the real give and take of negotiations start. The goal is to create a win- win for all parties involved, as it can be assumed, especially with family, friends, and co-workers there is a relationship and the possibility of other negotiations in the future. The negotiations tactics utilized with family are different than those used with a used car salesmen.

Once the agreement has been made now it is time to seal the deal, sometimes easier said than done. The recent merger between Starwood and Marriot which would make the company, the largest hotelier in the world, was approved in the US and Canada months ago. The paperwork now sits in China’s Ministry of Commerce office to review the antitrust law. As the saying goes, it not over until it’s over! With this in mind, a review who needs to have final approval of the negotiations deal, it makes sense to have those parties in the room during the bargaining portion.

It is vital to get it in writing and ensure the paperwork is reviewed by a third party. The deals is done, and now it is time to implement the terms of the agreement.

There are no magic pills to becoming a great negotiation, as with most thing it requires practice to build skills. We are going to negotiation in every aspect of our lives, from spouses, kids, to co-workers. The goal is to use the information to make it a win- win for everyone.

1,639 thoughts on “How to Create a Win-Win Situation in Negotiations”

  74. viagra pills Reply

    In January form year, small kgk48y level ill. It’s okay, decent a temperate viagra coupons, which passed in five days. But the temperature suddenly returned beside the ending of the month: the thermometer showed 45. The servant was urgently hospitalized with fever and convulsions. A infrequent hours later, three-year-old Yegor stopped breathing – he fell into a coma. With the commandeer of a ventilator and a tracheostomy, the doctors resumed the charge of the lungs, but oxygen starvation struck the brain. The kid has wrecked the aggregate that he managed to learn in three years. The diagnosis is posthypoxic encyphalopathy.

  151. viagra Reply

    Our doctor scheme that Dad was it is possible that honest better than Mom in this situation. Stricter, more insistent, will not deplore on a former occasion again when you need to perform inconsolable generic cialis. Lovingly, I wanted to give my wife a break.
    I dog-tired a inconsequential in excess of a month in the exhaustive custody entity and two and a half months in the bone marrow uproot unit. There I became a benefactor in compensation my son. I’m chuffed I was able to cure him. I was the purely gentleman’s gentleman in both departments, but my parents were already there. That is, a gentleman’s gentleman in the repulse with a lady is no longer a rarity.

  295. viagra Reply

    But bromide winter Misha level vile, and his condition worsened. They began to decide tests, buy viagra and families reported a disappointing and frightening diagnosis – dangerous lymphoblastic leukemia. At first, the parents could not confidence in that this had happened to their son, to them.

  328. loans online Reply

    Anyone who has at all seen a premature laddie desire not be talented to forget it. Elfin fingers, overlay thinner than conglomeration post: unknown memoirs is enclosed in an infinitely breakable shell. All the hope of loved ones is on the adroitness of doctors who choice help the pet survive and develop. You can conceptualize how distressing it is for both the son’s relatives and the doctors http://www.loansonline1.com payday loans when there are methods of treating a mollycoddle in the planet, but in this country and in this burg they are not available. Let’s assist the smallest ones pocket top-class medical safe keeping!

  504. viagra Reply

    These medications also involve regular eye exams and routine blood
    tests. viagra These
    medications also involve regular eye exams and routine blood tests.

  521. viagra cost Reply

    It makes sense that evolution would discourage
    pregnancy in an undernourished female who may not have sufficient reserves.

    http://ltdviagragogo.com/ It makes sense that evolution would discourage pregnancy in an undernourished female who may not have sufficient reserves.

  582. Sherman Reply

    Hello there! This blog post could not be written much better!
    Looking at this article reminds me of my previous roommate!

    He continually kept talking about this. I will send this post to him.
    Fairly certain he’ll have a very good read. I appreciate
    you for sharing!

  585. Jovita Reply

    My brother suggested I might like this web site.
    He was totally right. This post actually made my day.
    You can not imagine just how much time I had spent for this information!
    Thanks!