TRUTH 12 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 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 where both sides feel satisfied. Think win-win rather than win-lose. That is, seek solutions where 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. ...
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