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
I Ask
OK, now when do I use the competitive approach to Win-Win negotiations?
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
- Start with a plausible demand or offer
- Frame the outcome of the demand or offer in positive terms
- Keep issues and concessions linked
- Be patient
- Know when to quit, have your BATNA (fall-back position or best alternative to a negotiated agreement) ready
- Use impasse breakers
- Try an “If-then” agreement
- Get the group focused on a common goal
- Invite criticism of ideas instead of defending them
- Make a “Last and Final offer”
- Use a deadline
- Make small concessions gradually
- Establish an appeal to legitimacy
I Advise
Don’t leave before all agreements and concessions are on paper.
