Advanced Negotiation Techniques

CHAPTER 8

Negotiating for a Super-Win

We explained earlier that the RDC philosophy is centered on business ethics and a principled approach to negotiation that seeks to maximize the value of the outcomes for both parties. We have described how to build trust so that the parties can be honest about their underlying interests and seek a “win-win” resolution. Rather than locking the parties into a set of confrontational stances, this principled approach to negotiation avoids a personalized joust. It seeks a fair deal for both parties but one that they can both be motivated toward because it maximizes their own payoff. This approach can be extended to create additional value above and beyond the value that either of the parties involved in the negotiation ...