Win-Win Negotiations

Win-win negotiations are those negotiations in which each party walks away from the bargaining table having achieved its goals within the confines of an integrative, or value-creating, bargaining process rather than through a haggling, or distributive, bargaining process. Win-win negotiation is a principle feature of integrative bargaining and is promoted by the Program on Negotiation throughout its literature and research. Win-win strategies are all about increasing your opponent’s satisfaction even as you achieve the outcome you desire.

Using these strategies can also be a powerful tool of persuasion when faced with tall odds or powerful opponents. Examples of win-win negotiations are delivered throughout the Program on Negotiation site, from Mayor Michael Bloomberg versus the New York teachers’ union, to an end to the NHL lockout, to the use of win-win strategies in the intractable Middle East, to Disney Corp.’s purchase of Lucasfilm.

Some examples of win-win strategies:

  • Skilled negotiators manage expectations prior to and during a negotiation. Some managers do this instinctively. They also avoid making concessions too soon to avoid increasing their opponents’ expectations.
  • Ensure that our opponent perceives his outcome as beneficial by being modest about your gains from a deal and commend your counterpart for his hard bargaining.
  • Give your negotiation counterpart a voice in the decision process. Even when you’re in a position of power, be sure to acknowledge your counterpart’s perspective and invite him or her to express his views, to suggest alternatives, and to react to initial proposals. You can also enhance perceptions of fairness after an outcome has been reached by providing detailed explanations for unappealing actions or outcomes.

The Program on Negotiation also discusses tactics such as:

  • Share information: Instead of assuming your interests are directly opposed to your counterparts’ interests, provide information that could lead to wise tradeoffs.
  • Reject the “fixed pie:” It’s easy to assume that the pie of resources to allocate is fixed; when in fact there are opportunities to expand the pie by creating value.
  • Avoid anchoring on the first offer: Don’t become overly affected by the first number entered into the negotiation.
  • Set concrete goals: By setting concrete goals in advance, you won’t be swayed by other’s influence tactics, vivid stories, and hard bargaining techniques.
  • Avoid dwelling on the past: Past investments should rarely affect our decisions about the future.
  • Take your time: When you’re pressed into making snap decisions, your thinking will be more intuitive and less rational.
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Why Win-Win Negotiation Has Been Elusive in Covid-19 Vaccine Talks

Katie Shonk   •  10/26/2020   •  Filed in Win-Win Negotiations

win win negotiation

National governments across the globe face the challenge of securing enough doses of a safe, effective coronavirus vaccine when one or more become available. Many wealthier nations are taking a competitive approach to this negotiation challenge, jostling with each other to tie up deals with pharmaceutical companies for the most promising vaccine candidates. A coordinated … Learn More About This Program

How to Defend Against “Scope Creep” at the Negotiation Table

PON Staff   •  10/20/2020   •  Filed in Win-Win Negotiations

negotiation myths

The following question was asked of Negotiation Coach and PON faculty member Guhan Subramanian in the February 2014 issue of the Negotiation Briefings newsletter:

Question: I run a small consulting firm that has a services contract with a major multinational corporation. The team we work with has a bad habit of continually adding items to the … Learn More About This Program

Win-Win Negotiation Techniques: Create Value with Rivals

Katie Shonk   •  03/11/2019   •  Filed in Win-Win Negotiations

win win negotiation

Even experienced negotiators often make the mistake of treating important talks as a win-lose negotiation. Overlooking effective win-win negotiation techniques, they focus on trying to claim as much value as they can without trying to create new sources of value.

It’s also the case that competitors in a given market or field may fail to recognize … Learn More About This Program

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