Negotiations Final Paper
Lorina I. Pop
Department of Accounting Elmhurst College
Author Note
This paper was prepared for MBA/MPA 555, Negotiations, Summer 2015, taught by
Harold S. Dahlstrand
There are several strategies necessary in becoming a successful negotiator; however I’m going to focus on the “win-win” strategy. A “win-win” negotiation strategy is one where both parties have combined awareness on the interest and relationship of the negotiation. Think of this strategy as the basis for a marriage, a long term committed relationship where issues tend to have mutual importance [Menard, R. (2009, November 17). What Does Win-Win Negotiation Mean? Retrieved July 18, 2014, from http://ezinearticles.com/?What-Does-Win-Win-Negotiation-Mean?&id=3281520]. When the relationship and the interest are both important to each party, the only outcome is a “win-win” situation. There is an interesting connection between understanding an interest versus a position in a negotiation. Positions are the demands and offers made by the parties in a negotiation-what they want, or think they want. Interests are what the parties consider most important to them-what they truly need, or why they want it (Goldwich, D. (2011, June 13). Positions, Interests, and a Win-Win Agreement. Retrieved July 18, 2014, from http://ezinearticles.com/?Positions,-Interests,-and-a-Win-Win-Agreement&id=6349256). In a “win-win” strategy the goal is to align interests which are important to both parties and not defending or fighting for a position. Positions tend to build barriers in the negotiation process which ultimately cannot be aligned, thus leading to a reduction in communication or breakdown in compromise. You need to then determine what concessions can be made because it may be those limited concessions which lead you to giving up less to get more.
A “win-win” negotiator should have certain qualities or characteristics which are beneficial in a successful negotiation. These qualities include
Department of Accounting Elmhurst College
Author Note
This paper was prepared for MBA/MPA 555, Negotiations, Summer 2015, taught by
Harold S. Dahlstrand
There are several strategies necessary in becoming a successful negotiator; however I’m going to focus on the “win-win” strategy. A “win-win” negotiation strategy is one where both parties have combined awareness on the interest and relationship of the negotiation. Think of this strategy as the basis for a marriage, a long term committed relationship where issues tend to have mutual importance [Menard, R. (2009, November 17). What Does Win-Win Negotiation Mean? Retrieved July 18, 2014, from http://ezinearticles.com/?What-Does-Win-Win-Negotiation-Mean?&id=3281520]. When the relationship and the interest are both important to each party, the only outcome is a “win-win” situation. There is an interesting connection between understanding an interest versus a position in a negotiation. Positions are the demands and offers made by the parties in a negotiation-what they want, or think they want. Interests are what the parties consider most important to them-what they truly need, or why they want it (Goldwich, D. (2011, June 13). Positions, Interests, and a Win-Win Agreement. Retrieved July 18, 2014, from http://ezinearticles.com/?Positions,-Interests,-and-a-Win-Win-Agreement&id=6349256). In a “win-win” strategy the goal is to align interests which are important to both parties and not defending or fighting for a position. Positions tend to build barriers in the negotiation process which ultimately cannot be aligned, thus leading to a reduction in communication or breakdown in compromise. You need to then determine what concessions can be made because it may be those limited concessions which lead you to giving up less to get more.
A “win-win” negotiator should have certain qualities or characteristics which are beneficial in a successful negotiation. These qualities include