The key to creative agreements is to make package agreements. In this video, Deborah Kolb emphasizes the importance of striving for mutual gains, where both negotiating sides get some of what they want and something they value.
- There's a common misperception in negotiation…that the way to a win-win agreement is to find…areas of agreement, that you and the other person share.…You usually don't agree on everything,…because if you did, there would be no reason to negotiate.…In most negotiations both parties can't…get everything they want.…You should instead strive for mutual gains.…Where both sides get some of what they want…and hopefully everyone gets something they really value.…Mutual gain negotiations are based on trades,…making package deals, where one side gives up something…in return for getting something from the other.…
That's why you wanna avoid negotiating about a single issue,…such as your salary.…Instead introduce more issues so that you can trade…one issue for something else.…There are many basis for trades in negotiations.…Here are some examples.…We may prefer different things.…Let's say we're negotiating office space with a colleague.…I like a window, but don't care much about the size…of my office.…My colleague needs a lot of room, but doesn't…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.