No matter your business or industry, there will always be times when you need to negotiate. Negotiations allow all parties to resolve differences and come to agreements. During the process of negotiating, not only are different opinions taken into consideration, but also individual needs, interests, backgrounds, and cultures. Not only is negotiation intended to help one or more parties reach a solution, but it can also be an opportunity to build and strengthen business relationships.
The Win-Win Approach to Negotiation
Many professionals choose to aim toward a win-win solution. This involves looking for solutions that allow both sides to gain something of value. In other words, this type of negotiation requires negotiators to work collaboratively to find a solution that results in both parties walking away satisfied.
In an ideal win-win negotiation, both parties are willing to make concessions and comprise. If one party gives something away, the other party reciprocates by negotiating some form of compensation. In the end, both parties feel comfortable with the outcome.
Focus on Building and Strengthening the Relationship
Disagreements are a normal part of negotiation, but it’s important to maintain the integrity of the relationship. This means leaving your emotions at the door, not placing blame on the other party, and aiming to separate the people from the problem. You must remember that you will be communicating with these people in the future, so you want to build and strengthen those interpersonal relationships. Seek to resolve differences in a respectful manner and remember that the goal is to find an agreeable solution to the problem.
How to Reach a Win-Win Agreement
- Focus on Interests, Not Positions
People aren’t usually difficult just for the sake of being difficult. Rather, there are almost always underlying issues and valid reasons behind their position. The person may be influenced by their values, beliefs, or responsibilities. Therefore, try to keep the conversation courteous and be receptive to different points of view.
- Listen to the Other Party
It is so important to not only look out for your own interests but also seek to understand the needs of the other party. Actively listening and understanding the other person will make them feel heard and validated. It is important that everyone has the opportunity to clearly express their own needs, desires, and concerns in order to reach an amicable solution.
- Seek Options for Mutual Gain
Once each side has a better understanding of the other’s needs, a solution might be easier to reach. If not, brainstorm and explore options that might help solve the problem. Be open to all suggestions and bring any new proposals to the negotiating table.