7 Steps To Win-Win Negotiations

We define a win/win negotiation, as an agreement that is equally beneficial to everyone.  All parties come out of a negotiation with a workable agreement that benefits everyone involved. If your current negotiation strategies are not working for you, change your strategy.Think win/win and let the other person know about it right away. 

Be up front and explain your strategy.  Talk about the benefits to both of you from this approach.  This type of negotiation will produce a satisfactory agreement for both sides, and in a style that will leave both parties satisfied.

Win/Win Negotiation involves these seven steps:

    1.UNDERSTANDING PEOPLE - People negotiate with people. Getting their agreement that a Win/Win approach is fair and good for business over the long haul.

    2.UNDERSTANDING THEIR INTERESTS AND ISSUES - Both business and personal. Know what the win/win looks like. Determine how you can satisfy what they are looking for and what you are looking for.

    3.EXPLORING AND INVENTING OPTIONS - Brainstorm several options that make sense.

    4.KNOW WHAT YOU WANT - Know what you want the deal to look like after the negotiation.  Specifically, what will make this a fair arrangement for you?

    5.KNOW WHAT THEY WANT - Interview all the key people involved. Make sure you understand what they want.

    6.DO YOUR HOMEWORK – Understand their motivations style and adapt your style to address these motivations. Research answers to the important issues involved in this negotiation in advance.  Consider the important questions and concerns everyone will have.

    7.FINDING MUTUAL SATISFACTION - What do the parties want?  What constitutes a win for each person involved?

So the best negotiating technique is a Win/Win approach.  It is based on collaboration and refers to partnering with the customer, so that the end result is a satisfactory outcome (a win/win) for both sides.  Collaboration allows both sides to come out as winners.  Never underestimate the importance of preparing to negotiate. Pre-Negotiating Planning allows salespeople to understand the prospect’s needs and motivation and provides the essential elements to make the win-win a reality.

Win-Win Negotiations - Online Self-Paced Course

In this course we examine the negotiation process and determine the types of negotiations that cause people the most difficulty. People negotiate with people so recognizing how to address the behavioral styles of all involved is critical. You'll review the strategies behind some common negotiation tactics and learn to recognize the pitfalls that you can avoid. You'll realize there is no need to fear or to glamorize negotiating.

It is nothing more than the process you use to reach agreement with another. You'll practice an effective negotiation process that will help you and the other party get to a win/win. If your goals include a mutually beneficial long-term relationship, this course can help you get there.

Win-Win Needs Cooperation

　　The phrase “win-win” is looking pretty ragged along about now. How about if we talk about the much more meaningful “both win” strategy for negotiating?
　　The key to creating a successful both-win negotiation is to remember that at its heart, negotiation is all about sharing value between both parties. If it was as simple as that, we really wouldn’t need this blog! However, as human beings we often use one of two different approaches when we enter into a negotiation: competitive mode or cooperative mode. Can you guess which mode most of us enter a negotiation with?
　　When we are in the competitive mode, we focus on who is currently getting how much of the pie. When we are in the cooperative mode, we focus on trying to make the pie larger so that everyone will walk away with more. Clearly the cooperative mode is the route to creating a both-win deal for both parties.
　　So all of this discussion leads to the big discussion: how can we go about creating a both-win deal when we always seem to start out in competitive mode? The answer is that we need to start asking ourselves the right types of questions. Specifically, we need to ask the questions that will allow us to find out what things can be changed that will allow both sides of the table’s interests better. A good example of how to do this is when you start to talk about schedules for what you are negotiating. If you can either receive or deliver the thing that is being negotiated earlier, later, or maybe all at one time or even in parts then all of a sudden there is additional value to share with both parties.
　　One additional way to cause this shift in negotiating modes to occur is to find a way to communicate to the other side of the table that you really WANT to reach an agreement with them, not that you HAVE to. Doing this and helping them feel good about it will go a long way towards allowing you to reach your negotiating goals.
　　If you are able to shift the negotiation from the competitive mode to the cooperative mode, then you will have greatly improved your chances of reaching a negotiated agreement. It’s not always easy to do, but I think that you’ll find the results well worth the effort.
　　What mode do you start your negotiations in: competitive or cooperative? Do you try to shift modes during the negotiation? Have you ever been able to do this successfully? How did the negotiation turn out? Leave me a comment and let me know what you are thinking.

Win-Win Negotiations Training

　　Remove Barriers That Keep People From BuyingHow often do sales people hear - What deal can you give me, Let's split the difference, Can I have the volume discount even without buying the volume, I want a credit, I'll sign the agreement if…., How much can you sharpen your pencil?

　　These are just a few of the many situations sales people negotiate through on a regular basis. Win-Win Negotiations helps to make these encounters better with longer-lasting sales agreements that work.

　　Often revenue losses occur when sales people aren't either prepared, confident, or comfortable negotiating. In addition, sales managers find themselves investing valuable time to reach an agreement with a customer after the sales representative has attempted, unsuccessfully, to resolve an issue.

　　The Right Tools and Techniques
　　Win-Win Negotiations is about achieving sales goals with the use of successful negotiating strategies. It focuses on how to "create value" for mutual gain, build profitable long-term relationships, separate people from the problem, and use objective standards to resolve differences about who should get what. As a result of this workshop, sales representatives gain the tools to prepare for a variety of situations and many of the other day-to-day interactions that require negotiation skills.
　　Sales people will:
　　Work better deals more quickly and efficiently
　　Get people to the table
　　Avoid concessions and decrease your losses
　　Exceed your aspired outcome values
　　Employ methods of fairness
　　Tame the most difficult negotiating situation
　　Build long-term business relationships