Chapter 5


Managers compete heavily for the same limited pot of management time, budget, bonus and promotion. The real competition is not in the market place: it is sitting at a desk near you. The result is a macho world of win–lose. As ever, however, the best way to win is without fighting. This is the subtle art of the win–win–win. The win–win–win is a win for you, a win for your colleague and a win for the organisation. If you use influence well, most battles can be avoided. The art is to win while letting the other side think that they have won as well. The art of the win–win–win is a basic principle of negotiation, both within the firm and with third parties.

The five main strands of achieving a win–win–win discussion are: ...

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