Negotiating for a Win-Win

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FountainBlue’s August 20 Front Line Managers Online meeting on the topic of ‘Negotiating for a Win-Win’. My thanks also to our panelists for their participation. 

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Our panelists have vast experiences and perspectives on how to successfully negotiate on behalf of yourself, your team, your loved ones. Below is a compilation of best practices.

  • See negotiating as more of an opportunity to solve a problem than of a contentious, argumentative interaction with others.
  • Work together all-in, as one to find and create solutions which serve the interests of all stakeholders.
  • Embrace the opportunity to work with people not-like-you.
  • Manage your emotions so that you have the energy to manage the communications and interactions.
  • Progress a conversation, a relationship, a position to reach a desired end goal, which serves the needs of all parties.
  • Prove value through the data. Use the data to continue to secure buy-in.
  • Reframe negotiations as shared opportunities and challenges and have a conversation about what is needed, how important it is, how urgent it is, etc., so that relevant parties can make an informed decision.
  • Refrain from the blaming, the should-ing, the self-centeredness which jeopardizes relationships and progress.

Pointers for negotiating when dealing with uncertainty:

  • Embrace the unexpected.
  • Be agile and gracious, proactive and positive. 
  • Commit to the process.
  • Persevere and find a way to get a win-for-all result.
  • Find ways to work together and act as one team to overcome uncertainty together.
  • Watch out not just for your own interest, but also for the interests of others.

Below are some steps to a negotiation process:

  • Insist on respect for all parties, and listening to all participants.
  • (Those who can’t follow rule #1 will not participate in the negotiation process.)
  • Communicate leveraging data.
  • Consider multiple options.
  • If you do an ask, present also what you will give.

The bottom line is that aiming for a win-win result increases the likelihood you will get one!


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