The Elements of Negotiation

ELEMENT 13Asymmetric Value

Billions of dollars are left untouched in business dealings across the planet because the current culture of business negotiations measures success through a win-lose or zero-sum transactional model. If this model is abandoned in favor of the SMARTnership/NegoEconomic model, billions of dollars of NegoEconomics will be infused into the global economy. (Element 20 defines NegoEconomics.)

The formation of a SMARTnership enables negotiating parties to expand the potential that lies within a commercial transaction and broaden the vision of what is possible for the business relationship.

My estimate is that $3,250 billion would flow into the U.S. economy if the lost 42 percent of commercial transactions could suddenly manifest. How did I get that number? I looked at the total revenue from the 1,000 biggest corporations in the United States and identified the portion related to negotiations – whether it is the result of procurement or sales – and calculated 42 percent of that amount. $3,250,000,000,000 is an enormous amount of money.

Are you shocked or don't believe in this calculation? Let's assume, for the sake of argument, that the researchers working on this project were not the brightest in the world and the real number is only $2,500,000,000,000. Wouldn't this number still be large enough for you to want to explore the potential?

Let's pretend that the researchers were drinking when they were doing their calculations and that the real number is only ...