a win win situation
What is a Win Win Situation?
A win win situation is the result of a mutual-gains approach to negotiation in which parties work together to meet interests and maximize value creation.
In a win win negotiation, when both sides are satisfied with their agreement, the odds of a long-lasting success are much higher. Finding your way to a win-win situation often involves reaching mutual gains by trading off your differing preferences to create value.
While a win-win may be the ultimate goal in business negotiation, it can sometimes prove elusive. One common negotiation mistake that sabotages a win win situation is to escalate expectations by making a steep concession that could lead the other side to expect another.
A related win win mistake is to agree to your counterpart’s demands too quickly.
Despite this, simply advertising the fact that you’re looking for a win win situation may be half the battle. One promising strategy is to look for ways to find more value through trades.
First, prepare to present multiple proposals—all of which you value highly—to your counterpart at the same time. Her reactions to these proposals will help you better gauge her preferences across issues. Second, ask lots of questions to directly assess her interests and reveal your own. Third, make hypothetical “What if…” proposals to determine if a trade genuinely creates value for both sides, such as “If I offered you a 5% discount on our new product, would that be enough of an incentive for you to switch from our existing product?”
Discover how to handle complicated, high-level business negotiations in this free special report, Win-Win or Hardball? Learn Top Strategies from Sports Contract Negotiations, from Harvard Law School.
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