The Elements of Negotiation

ELEMENT 56The Collaborative Negotiator

Twenty-first century negotiators are discovering that cooperation leads to better solutions and longer-lasting relationships than aggression does. By using cooperative methods, the pie can grow larger before it is shared. This approach is called NegoEconomics. When employing NegoEconomics tactics, look for alternatives that will result in increased profits and reduced costs and risks. This will increase the value of the proposals from both sides of the negotiation. Often, though not always, you will achieve a better result when using NegoEconomics. When the pie is large enough, it is possible to reach a solution with two winners. A cooperative negotiation has the following characteristics:

• The parties are willing to be open, but they are not naïve.
• Openness allows the parties to see the alternatives and add value to the pie.
• There does not have to be total openness. Withhold information that will be to the opponent's advantage when the pie is shared.

To encourage a cooperative negotiation, you must:

• Create a dialogue. Listen to the opponent even though you do not agree with them. Instead, ask questions. Be honest and treat your opponent with respect.
• Avoid making threats. Demands, emotions, and evaluations should be put forward without threats or insults. The negotiators should use their energy for solving problems. Both parties are looking for long-term, solid, and rewarding relationships.

Share the Profit

Must your demands be solely ...