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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Win-Win Agreements

Identifying and satisfying the underlying needs of all parties represents the essence of the negotiation process. Commitment to this outcome creates win-win agreements.

Previous workshop participants have defined a win-win outcome as:

  • All parties perceive value in the agreement.

  • Mutual agreement that both parties reached/achieved their goals or strategies, and left a window open for change.

  • A mutually beneficial agreement achieved between two or more parties that satisfies all needs.

  • When parties are satisfied that:

    - Enough objectives have been met such that all sides feel the agreements are fair.

    - Neither party feels they have lost or that the other party has lost.

    - The long-term relationship is still healthy and valuable, and has been supported.

A win-win agreement occurs when the underlying needs of both parties are satisfied.

Practical negotiating demands movement and sometimes compromise on your wants, but not on your needs. However, many times people fail to distinguish between wants and needs.

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