Win Win

Competitive approach to win-win negotiation
Chapter 6
p.7
OK, now when do I use the competitive approach to Win-Win negotiations.
In some cases business transactions do not necessarily involve exploring new options but focus on bargaining in pursuit of the best value for both parties.
In such cases doing your pre-negotiation preparation thoroughly and following the guidelines below, will help you reach Win-Win agreements.
Win-Win Agreement
1. Begin with a plausible demand or offer
2. Frame the outcome of the demand or offer in positive terms
3. Keep issues and concessions linked
4. Be patient
5. Know when to quit, have your BATNA ready
6. Use impasse breakers
Try an “If-then” agreement
Get the group focussed on a common goal
Invite criticism of ideas instead of defending them
Make a “Last and Final offer”
7. Use a deadline
8. Make small concessions gradually
9. Establish an appeal to legitimacy
Don’t leave before all agreements and concessions are on pape

Competitive approach to win-win negotiation

Chapter 6 p.7

w&t_question

I Ask

OK, now when do I use the competitive approach to Win-Win negotiations?

w&t_exclamation

I Answer

In some cases business transactions do not necessarily involve exploring new options but focus on bargaining in pursuit of the best value for both parties.

In such cases doing your pre-negotiation preparation thoroughly and following the guidelines below, will help you reach Win-Win agreements.

Win-Win Agreement

  1. Start with a plausible demand or offer
  2. Frame the outcome of the demand or offer in positive terms
  3. Keep issues and concessions linked
  4. Be patient
  5. Know when to quit, have your BATNA (fall-back position or best alternative to a negotiated agreement) ready
  6. Use impasse breakers
    • Try an “If-then” agreement
    • Invite criticism of ideas instead of defending them
    • Make a “Last and Final offer”
  7. Use a deadline
  8. Make small concessions gradually
  9. Establish an appeal to legitimacy

w&t_ch6_v_competitive_approach_to_win_win_negotiation

w&t_elephant

I Advise

Don’t leave before all agreements and concessions are on paper.

Conflict management
Conflict management for win-win solutions
Chapter 6
p.9
Conflict makes me nervous! How do I thrive on it, especially in the business environment?
The main aim of managing conflict is to ensure that a Win-Win solution is reached through mutual cooperative and assertive behavior, where the value on the table for both parties is maximized and they get more than they contributed in terms of effort, risk and cost.
Forcing (Win-Lose)
The stronger sister takes the orange – grabbing it from the hand of the other, or possibly using some threat.
Assertive but uncooperative.
Avoiding (Lose-Lose)
Both sisters leave the orange rotting on the table. For one to claim it would raise conflict with the other.
Unassertive and uncooperative.
Soothing or Yielding (Lose-Win)
One sister gives in to the other.
Unassertive but cooperative.
Compromise (Win-Lose)
A compromise solution would be for each sister
to take half the orange.
Problem solving (Win-Win)
A problem solving solution would be to discuss why the other wants the orange. (One sister wanted the skin to make a cake, the other wanted the inside to make juice).
Assertive and cooperative.
Often people deal with conflict in ways which do not result in maximum gain for all parties involved and prohibit reaching Win-Win solutions.
Do you recognize any of the following behaviours in the “Tale of the Two Sisters and the Orange”?
How can I enhance my ability to solve problems and manage conflict?
Why don’t you explore the Issue Resolution Model further?
Conflict in an organization is not necessarily unhealthy if.
The essence lies in how you manage “letting it out…

Conflict management for win-win solutions

Chapter 6 p.9

w&t_question

I Ask

Conflict makes me nervous! How do I thrive on it, especially in the business environment?

w&t_exclamation

I Answer

The main aim of managing conflict is to ensure that a Win-Win solution is reached through mutual cooperative and assertive behavior, where the value on the table for both parties is maximized and they get more than they contributed in terms of effort, risk and cost.

Often people deal with conflict in ways which do not result in maximum gain for all parties involved and prohibit reaching Win-Win solutions.

Do you recognize any of the following behaviours in the “Tale of the Two Sisters and the Orange”?

Forcing (Win-Lose)

The stronger sister takes the orange – grabbing it from the hand of the other, or possibly using some threat.

Assertive but uncooperative.

Avoiding (Lose-Lose)

Both sisters leave the orange rotting on the table. For one to claim it would raise conflict with the other.

Unassertive and uncooperative.

Soothing or Yielding (Lose-Win)

One sister gives in to the other.

Unassertive but cooperative.

Compromise (Win-Lose)

A compromise solution would be for each sister to take half the orange.

Problem solving (Win-Win)

A problem solving solution would be to discuss why the other wants the orange. (One sister wanted the skin to make a cake, the other wanted the inside to make juice).

Assertive and cooperative.

w&t_question

I Ask

How can I enhance my ability to solve problems and manage conflict?

w&t_exclamation

I Answer

Why don’t you explore the Issue Resolution Model further?

w&t_elephant

I Advise

Conflict in an organization is not necessarily unhealthy.

The essence lies in how you manage to let it out…