Private sector view

摘要

Everybody loves a win/win solution. Of course they do. But how useful or achievable a concept is it? Is entering a negotiation with your counterparty's interests at the forefront of your mind really the best way to get what you need from a negotiation? In truth, it all depends. It depends on the circumstances of the negotiation and what you want to gain beyond the deal itself. To earn respect in a marketplace you have to be fair in your dealings. However, you don't always have to concede to make sure each party achieves a deal of equal value. You just need to make them feel they have. This is where the principles of negotiation and sales meet. 'Win' is never a real position, it's a perception and making the other party feel good about their position so that you both leave happy is as an important part of negotiation techniques.