Negotiating Paradigm

• Every negotiation has one of four possible outcomes.
  • Lose-Lose
  • Win-Lose
  • Lose-Win
  • Win-Win

• Successful negotiators enter each negotiation with a win-win attitude and purpose.
  • The are interested in achieveing a win-win solution.
    • This is the best for both parties in the long run.
  • It is very unlikely that the parties will undertake future negotiations with each other if one of the parties loses.
    • The losing party will feel cheated and deceived.
    • The losing party will feel they did not get a good deal because the other party gained more than their perceived fair share.

• Successful negotiators always take a positive view of negotiating.

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© 2004 John Michael Pierobon

Notes