To others “winning” means “defeating”,
To me “Win-Wins” are greater deals.
While always with myself competing,
I strive that everybody wins...


Win-Win Negotiation Guidelines by Vadim Kotelnikov




Before Negotiations



During Negotiations

  • Agree on a common desire to achieve mutual benefit and maintain good long-term relationship.

  • Focus on long-term mutual gain and be ready to make sort-term tactical changes in your plan if they help to achieve strategic success.

  • Take different strategic perceptual positions. When you think Inside-Out, don't forget to think Outside-In as well if you want to move farther and faster in Win-Win negotiations. To know your counterparts, become them.

  • When you face a major road block during negotiations, ask learning SWOT questions jointly to identify strong and weak points of the current situation, threats of not finding a good solution, and opportunities the both sides could pursue to achieve strategic success.

  • Apply 80/20 Strategic Thinking. To satisfy conflicting interests, find a solution where the both sides could win 80 points by losing just 20 points.



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