Crystallizing the benefits
This awareness of shared and mutual value is the basis of the ‘win/win’ – and it does not just spring up on its own. A few clear instances where there is common gain in the early stages will help to crystallize the benefits of the partnership, and build trust between the parties. This trust will then carry them forward, and help them to apply a sense of give and take to specific situations where the gains may appear skewed to one side or another. Where the relationship is especially robust and mature this give and take will shape the way negotiations are conducted.
For example, the client and supplier might agree the SLAs and price for a particular service – with the client saying it is prepared to pay, say, £100 a ...
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