Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!
In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.
Over the next few months, we will bring you the traits needed to succeed at the art of negotiating.
(Courtesy of PersonalEmpowerment.co)
120 Win/win negotiation
Many people see a win/win negotiation as a compromise where both parties shrug their shoulders and say, “Half a loaf is better than none!” But that’s not win/win – rather, that’s compromise. There is a big difference between the two!
A win/win negotiation can include, but is not limited to, a solution-focused negotiation. A win/win negotiation becomes possible when both parties trust each other enough to reveal their real motivations and their particular strengths and weaknesses in the matter under negotiation. Such mutual trust and candor makes it possible to find a solution that fully satisfies both parties, making them feel they have achieved – or more than achieved – their original objectives.
While win/win negotiations are partly about “how much,” they are even more about how everyone is feeling upon conclusion. For example, you may get more than you wanted in the negotiation, but feel uncomfortable because you believe that, regardless, the other party was holding out on you or deceiving you, or that you left more on the table than you should have. Or you may get more than you wanted and, although the other party seems content, may feel uneasy or guilty because you were dishonest, stingy, or didn’t give the other party a fair deal. Either way, the bad feelings will linger, leaving you uneasy or dissatisfied, pricking your conscience and self-esteem.
Win/win negotiating is the maturest form of negotiation. It takes human beings and relationships into account, instead of sacrificing them to self-centered or purely bottom-line objectives. When win/win negotiations become the norm, the world will be a far better place than it is today. In fact, it could be said that the lack of a win/win mentality is the cause of much, if not most, of the world’s human-created inequities and suffering.