5 Steps for Achieving a Win-Win Negotiation Video

Video Transcript

Principled negotiation can help you to achieve a win-win solution for all.

Welcome to Mind Tools' video learning series.

Do you dread entering a negotiation at work?

Perhaps you're worried about "playing hardball," and the impact that this might have on your work-based relationships.

After all, for someone to win, someone else has to lose, right?

Well… not necessarily. Win-win negotiation enables both parties to feel that they've got a good deal, and that neither is a "loser."

One way to achieve a win-win is to use Principled Negotiation – a five-step strategy developed by Roger Fisher and William Ury in their book, "Getting to Yes."

The first step of Principled Negotiation is to separate the people from the problem.

This means putting personal differences and emotions to one side, and focusing on the issue at hand.

Try to avoid viewing the other party as your "opponent." Instead, "put yourself in their shoes," empathize with their position, and look for common ground.

Next, focus on interests, not positions.

People are rarely difficult just for the sake of it. There's always a good reason behind their position, such as their values, responsibilities or culture.

The likelihood is that they will be more receptive to your point of view if you show them that you're aware of these factors.

The third step is to invent options for mutual gain.

Be open to the possibility that you may find a completely new solution to your problem.

Use the negotiation to explore your options. Brainstorm ideas together, and develop them into new proposals.

Then, use objective criteria.

Agree on a set of standards that will frame your negotiation. These might include legal standards, a mission statement, or the terms of the contract, for example.

Not only will this give you a shared foundation to work from, it will also demonstrate that you trust each other and respect each other's values.

Finally, you need to know your BATNA! This is your Best Alternative to a Negotiated Agreement – in other words, your "fallback" option if you can't get everything you want.

Knowing your BATNA will help you to decide whether or not to accept a deal. If the offer on the table is worse than no deal at all, you can safely walk away. But, if it's better, you can accept it, and both parties will be satisfied!

To learn more about Win-Win Negotiation, read the article that accompanies this video.

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