Negotiating For Dummies
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In the commonly used sense of the phrase, a win-win negotiation is a deal that satisfies both sides. In an ideal world, a win-win agreement is the only kind of deal that would ever close. Nevertheless, even in today's world, the vast majority of negotiations end in win-win situations.
Win-win negotiating does not mean that you must give up your goals or worry about the other person getting what they want in the negotiation. You have your hands full looking out for your own interests. Practice honesty and respect in all of your negotiations, but looking out for the other side isn't your job. It's theirs.Recognizing a good deal
A good deal is one that is fair under all circumstances at the time the agreement is made. It provides for various contingencies before problems arise. A good deal is workable in the real world. To be sure that you have a good deal and a win-win situation, ask yourself the following questions just before closing:- Does the agreement further your personal long-range goals? Does the outcome of the negotiation fit into your vision statement?
- Does the agreement fall comfortably within the goals and limits that you set for this particular negotiation?
- Can you perform your side of the agreement to the fullest?
- Do you intend to meet your commitment?
- Based on all the information, can the other side perform the agreement to your expectations?
- Based on what you know, does the other side intend to carry out the terms of the agreement?