Win Win Negotiation

by Unre Visagie

Win-win negotiations for maximum joint gain
Chapter 6
p.6
I hear so much about “negotiation” (and also “consultation”) these days. What role does negotiation play in business and what skills do I need to be an effective negotiator?
The objective of a Win-Win negotiation is to identify and maximize the value on the negotiating table for both parties, ensuring that both gain more than they contribute in effort, risk and cost.
Consider the diagram below. Ideally, effective negotiation in business transactions will result in both the company and the customer finding themselves in the Win-Win or Win more than the Lose situation.
What must I do before negotiating?
Can you give me some tips for pre-negotiation planning?
Decide on your strategy:
a) Minimum you can accept.
Your must achieve objectives
b) Maximum you can ask for.
Your want to achieve objectivesc)
c) Maximum you can give away.
Concessions you’re willing to make.
d) Least you can offer.
Identify your ZOPA:
The zone of potential agreement where you think your interests and the other party’s interests overlap.
Identify your BATNA:
Your fall-back position or best alternative to a negotiated agreement – the alternative action you will take if a negotiated agreement does not prove possible.
Identify your WATNA:
The worst alternative to a negotiate agreement.
Decide on an approach:
Determine whether the negotiations call for collaborative or competitive negotiating strategies and tactics and tactics.
Have a look at www.spiraldynamics.com

Win win negotiations for maximum joint gain

w&t_question

I Ask

I hear so much about “negotiation” (and also “consultation”) these days. What role does negotiation play in business and what skills do I need to be an effective negotiator?

w&t_exclamation

I Answer

The objective of a Win-Win negotiation is to identify and maximize the value on the negotiating table for both parties, ensuring that both gain more than they contribute in effort, risk and cost.

Consider the diagram below. Ideally, effective negotiation in business transactions will result in both the company and the customer finding themselves in the Win-Win or Win more than the Lose situation.

w&t_ch6_u_win-win-negotiation-for-maximum-joint-gain

w&t_question

I Ask

What must I do before negotiating?

Can you give me some tips for pre-negotiation planning?

w&t_exclamation

I Answer

Decide on your strategy:

a) Minimum you can accept.

Your must achieve objectives

b) Maximum you can ask for.

Your want to achieve objectives

c) Maximum you can give away.

Concessions you’re willing to make.

d) Least you can offer.

Identify your ZOPA

The Zone Of Potential Agreement where you think your interests and the other party’s interests overlap.

Identify your BATNA

Your fall-back position or Best Alternative To a Negotiated Agreement – the alternative action you will take if a negotiated agreement does not prove possible.

Identify your WATNA

The Worst Alternative To a Negotiated Agreement.

Decide on an approach

Determine whether the negotiations call for collaborative or competitive negotiating strategies and tactics.

Have a look at www.spiraldynamics.com

About Unre Visagie
I am a master coach with 30 years of career and business coaching experience. I have built and sold many of my own multi-million dollar companies. I have always built my companies based on the principle of successful people make a successful company. I invest in people. As your coach you get 30 years of experience to help you do the work you love and earn the salary you want.

{ 1 comment… read it below or add one }

michael demeke April 7, 2011 at 4:48 pm

i am very grateful for your articles.

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