Achieving a win-win situation after a negotiation is
easier said than done.
Our instinct and nature to outlive others often
results in a ‘victorious but bloody’ battle of the wits.
The question - how do we achieve a win-win negotiation
then?
The
Plan
Though your ultimate goal is to WIN but it is
important to recognise that winning does not mean that you must be the winner
of every conflict that occurs. You should not push the other party to the
‘wall’ even if you have the upper hand of the situation.
The reason is simple; unless this is the last business
dealing you have with your ‘opponents’ and their business networks, else it is
not wise to win the battle and lost the war.
The
Approach
Realise that the ‘pie’ can be make bigger with other
opportunities available. Sometimes, you need to take a step back to weigh the
pros and cons of the benefits you can acquire upon letting go.
Why? The decisions that you made will become the
talking point of the industry – to be in the top of mind of a referral or a
gossipmonger.
The
Strategy
Preparation is the key. You need to research and get
your facts right before you present your case. You must be aware of your
situation and know your odds of winning. Understand the concerns of your ‘opponents’,
consider the proposition they will present and work out your stand in the
dispute.
There
is a Chinese proverb from The Art of War that says 知 己 知 彼 百 战 百 - if you know yourself as well as your enemy,
you will come out of 100 battles with 100 victories (Sun and Clavell, 1983).
It is
therefore important to understand the views of your ‘opponents’;
this is where you gain the advantage of being ahead of them - seeing the
complete picture to decide your best business stand for each negotiation.
The
Tactic
Set your emotions aside. Do not get caught up with the
arguments and emotions of the other party. Having a clam mind gives you the
upper hand in thinking logically during the negotiation process. You can then
analysis and focus on your ultimate goal - to WIN.
