Win-Win Outcomes: Myths and Realities
Now with all our emphasis so far on finding the other party’s Least Acceptable Settlement (LAS) and using techniques to manage their perception of your LAS, you might be wondering whatever happened to win-win? Don’t we need to have a win-win outcome in order to have a good long-term relationship? Absolutely. Having a win-win outcome is critical. The problem is that there are many myths and misconceptions about the concept of win-win.
There are two pieces to the win-win puzzle. The first is what we call the automatic side to win-win. Let’s go back to our software case. As you negotiate the price of the licenses for this software, the process will feel to you very much like a zero-sum game. A zero-sum ...
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