Negotiation strategies

We know all the usual negotiation strategies:

  • Win / Win
  • Win / Lose
  • Lose / Win
  • Lose / Lose

And I think there are more strategies, one that we use rather unconsciously:

  • Win / Anything

I think the first three alternatives are known. A good technique for Win / Win negotiations is the Harvard concept. Important points of this concept are:

  • Relationship and factual issues are treated separately
    • 3 phases (relationship, perception, interest) for people
    • 3 phases (options, legitimacy criteria, BATNA) for the cause
  • Negotiate interests – not positions
    • Based on interests, new options and alternatives can be worked out.
  • The options must be advantageous for both sides (win-win)

By the way, when working out options, there is the possibility of making the cake bigger for both sides. The result must be accepted by both parties as fair and neutral.

Of course you can also get involved in Win / Lots and Lots / Win negotiations. In both cases it is about goal orientation versus relationship orientation. In most cases, this is worked towards a compromise. And we are based on Tit-for-Tat or Tit-for-two-tats.

Lose / lose might often have when you have to negotiate in dependency relationships: At arms length is just rarely really fun.

Often we go into a negotiation with the goal: Win / Anything. We don’t really care what the other party achieves. This strategy is often the result of no preparation. The one who does not deal with his counterpart has almost no chance to achieve a Win / Win. So take the time to prepare for the negotiation. Then your satisfaction is greater. The formula for this, you will find here.

What is also important in negotiating:

  • Words are noise and smoke,
  • numbers are facts,
  • who leads determines and who really leads does not lead