On Win-Win Negotiation

An answer By Osama El-kadi

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A Fair negotiation is another cliché like win-win negotiation. Both are really better called negotiation Myths.



Q Answering the question of "What's fair?" in negotiation is very difficult, what are some of the circumstances and reasons why each negotiator might answer this question differently for him- or herself?

A It all depends on the negotiation skills a negotiator possess. The less skilled a negotiator the more he is prone to accept most outcomes as “fair”.

Skilled negotiators do not see life as fair or unfair, or win-win, they see it as how much each party gains from the negotiation.

A Fair negotiation is another cliché like win-win negotiation. Both are really better called negotiation Myths.

Let us talk about win-win negotiation starting by this little story

    “Ones-upon-time there was a Bear who was very hungry and a man who was very cold, they both met somewhere in the wild and seeing each other potential, they decided to negotiate. They both went into a Cave and after three hours of fighting and shouting, they reached a settlement. The man emerged with a beautiful fair-coat on his shoulders and the bear was no longer hungry…”

As in life, it is very difficult to establish who won in a negotiation.

They say: in a fair negotiation everybody wins, but we say, be realistic. In a good negotiation, everybody gains, but inevitably, one party will gain more than the other.

Skilled negotiators look to gain what is essential for their organisation while ensuring that the other party also gains what is needed to keep them serving one’s own organisation.

It is not about win-win but about making a deal that will survive its duration and be comfortable for both parties to continue serving.





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