The Truth About Managing People, Third Edition

Truth 48. Negotiating Isn’t About Winning and Losing

Negotiations are about winning and losing, right? Wrong.

Negotiation is one of the most useful and powerful management tools for reaching agreements on a wide variety of issues—from work goals to pay raises to team assignments. But the process is not about one side winning. It’s about seeking a solution in which both sides feel satisfied. Think win-win rather than win-lose. That is, seek solutions in which both you and your opponent can feel victorious rather than zero-sum outcomes, where your gains come at your opponent’s expense.

Successful negotiations begin with careful planning. Acquire as much information as you can about your opponent’s interests and goals. What are this person’s real ...