May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & TechniquesBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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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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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.