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Win-Win Negotiations: Change Behavior, Develop Trust, Explore Options

Learn the art of win-win negotiations through changing adversarial behavior, developing trust, and exploring options for mutual satisfaction. Discover the key factors for successful negotiations and how to satisfy the needs of all parties involved.

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Win-Win Negotiations: Change Behavior, Develop Trust, Explore Options

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  1. Win-win negotiations Rob Bakx Twinning Advisor Source: Win-win negotiations, Ed Brodow, U.S.A.

  2. Three rules for win-win negotiations • Change your behavior from adversarial to co-operative • Develop trust by listening to the other negotiator • Explore options for mutual satisfaction Source: Win-win negotiations, Ed Brodow, U.S.A.

  3. Change your behavior from adversarial to co-operative • Don’t adopt the other negotiator’s hostility • Be a partner instead of a competitor • Try to understand the other negotiator’s point of view • Create an atmosphere of co-operation (show respect) Source: Win-win negotiations, Ed Brodow, U.S.A.

  4. Develop trust by listening to the other negotiator • 70 – 30 rule (70% listening, 30% talking) • Ask questions to clarify and gain additional • information • Don’t interrupt • Don’t contradict the other person (acknowledge • his position) • Woo the other negotiator, show that you care Source: Win-win negotiations, Ed Brodow, U.S.A.

  5. Explore options for mutual satisfaction • Focus on solving problems • Brainstorm possible outcomes (work together) • Do research (how other solved the problem) • Break the agreement into parts • Find agreement wherever possible Source: Win-win negotiations, Ed Brodow, U.S.A.

  6. Difference between ‘position’ (what you say you want) • and ‘need’ (what you need to get) • Succesful negotiators address people’s needs • Satisfaction is the key factor for succesful • negotiation • Gaining satisfaction by: • going beyond the other negotiator’s position • discovering his real needs • finding a way to satisfy these needs Source: Win-win negotiations, Ed Brodow, U.S.A.

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