How do you create and claim value in a win-win negotiation?

3 Generate and evaluate options

Once you have established your goals and interests and the other party's perspective, you can start generating and evaluating options for a mutually beneficial solution. Options are the possible ways to satisfy both parties' interests and achieve their goals. To generate options, you can brainstorm, use creativity, and explore alternatives. To evaluate options, you can use criteria, such as feasibility, fairness, and value, and compare them to your best alternative to a negotiated agreement (BATNA).

4 Negotiate and communicate effectively

The next step is to negotiate and communicate effectively with the other party. This involves presenting your options, making and responding to offers, bargaining, and resolving conflicts. To negotiate and communicate effectively, you need to use a collaborative and respectful approach, focus on interests rather than positions, use objective standards and evidence, and avoid common pitfalls, such as anchoring, framing, or emotional reactions.

5 Close and confirm the agreement

The final step is to close and confirm the agreement. This means reaching a consensus on the best option, summarizing the main points, and expressing appreciation and satisfaction. To close and confirm the agreement, you need to make sure that both parties understand and accept the terms, that there are no outstanding issues or ambiguities, and that there is a written or verbal confirmation of the agreement.

6 Follow up and maintain the relationship

After the negotiation is over, you need to follow up and maintain the relationship with the other party. This means delivering on your promises, monitoring the implementation and outcomes of the agreement, and providing feedback and support. To follow up and maintain the relationship, you need to be consistent, reliable, and trustworthy, and seek opportunities for future cooperation and improvement.