How to Negotiate in a Way that Produces Two Winners, and No Losers
Alex Chediak has written a very helpful article on negotiation which has just been posted at Boundless. Alex points out that the goal is to pursue a win-win agreement — that is, two winners, and no losers. This means that we should pursue principled negotiation rather than positional negotiation.
Here are his four main points:
- Separate the people from the problem.
- Negotiation on the basis of objective merits, not subjective preferences.
- Brainstorm creatively to identify mutually beneficial solutions.
- Know when to walk away.
A helpful source for the article was the book Getting to Yes: Negotiating Agreement Without Giving In, which I highly recommend. If you read one book on negotiation, that’s the book to read.
And, with this, remember that negotiation is not only a “big event” that happens only once in a while, such as when you buy a car or a house. These principles are relevant every day in many different ways. And we are often participating in “mini-negotiations” throughout the day without even knowing it.
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About Matt Perman
Follower of Christ. Husband of one, father of three. Former director of strategy at Desiring God. This blog exists to help equip Christians in good works, because that's what productivity is really about.
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