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How do you create a win-win situation in a negotiation?

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Negotiation is a vital skill for any supervisor who wants to resolve conflicts, achieve goals, and build trust with their team and stakeholders. However, negotiation is not just about getting what you want or compromising on everything. It is about finding a win-win solution that benefits both parties and preserves the relationship. In this article, you will learn some negotiation strategies that can help you create a win-win situation in any conflict.

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1 Identify the interests

Before you start negotiating, you need to understand what each party wants and why. These are their interests, not their positions. Positions are what they say they want, such as a higher salary, more resources, or a deadline extension. Interests are the underlying reasons, such as recognition, security, or quality. To identify the interests, you can ask open-ended questions, listen actively, and empathize with their perspective. By focusing on the interests, you can avoid getting stuck on the positions and find common ground.

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Josh Boor, SPHR, SHRM-SCP

Team Leader - Human Capital Advisor - Change Agent
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I agree. The first step is to dig deeper into each party's position to learn the why behind the wants/needs. In this stage it is very important to give each party ample time to explain their perspective and to show empathy while responding with respectful questions. The goal is to get a deep and full understanding of each party's situation.

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2 Generate options

Once you have identified the interests, you can brainstorm possible solutions that can satisfy both parties. The key is to generate as many options as possible, without judging or rejecting any of them at this stage. You can use creativity, logic, or research to come up with different alternatives. You can also ask the other party for their suggestions and input. By generating options, you can expand the pie and create more value for both sides.

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Josh Boor, SPHR, SHRM-SCP

Team Leader - Human Capital Advisor - Change Agent
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In this stage you are trying to develop solutions that run from the best-case scenario of each party to the absolute minimum a party will accept. In order to get honest options, you will likely need to hold private sessions to determine where each party is willing to collaborate and compromise. In the end the goal is to not only meet the bare minimums for each party but also to fulfill as many of the interest as you can for each party to get to a win-win common ground.

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3 Evaluate and select

After you have generated options, you need to evaluate and select the best one that meets the interests of both parties. You can use objective criteria, such as standards, benchmarks, or best practices, to assess the options. You can also use subjective criteria, such as fairness, trust, or rapport, to gauge the impact of the options on the relationship. You can rank the options according to their feasibility, desirability, and acceptability. By evaluating and selecting, you can narrow down the choices and agree on a win-win solution.

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4 Communicate effectively

Throughout the negotiation process, you need to communicate effectively with the other party. This means using clear, respectful, and assertive language, avoiding emotional or aggressive tones, and acknowledging their feelings and concerns. You also need to listen attentively, paraphrase what they say, and ask clarifying questions. You can use positive feedback, compliments, and humor to build rapport and reduce tension. By communicating effectively, you can foster mutual understanding and cooperation.

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Josh Boor, SPHR, SHRM-SCP

Team Leader - Human Capital Advisor - Change Agent
(已编辑)
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I suggest using as much candor as possible to ensure your being firm, assertive, and empathetic. Ensure each party understand that you want to find common ground because you CARE. You care about the goals, the mission, the objectives, and the future of the organization but also, the future, growth, and wellbeing of the people. Keep in mind these are mutually dependent on each other. The people make the business successful.

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5 Build commitment

The final step of negotiation is to build commitment to the agreed solution. You can do this by summarizing the main points, confirming the benefits, and expressing appreciation. You can also document the agreement in writing, specifying the actions, responsibilities, and deadlines. You can follow up with the other party, monitor the progress, and provide support if needed. By building commitment, you can ensure that the solution is implemented and the relationship is maintained.

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Josh Boor, SPHR, SHRM-SCP

Team Leader - Human Capital Advisor - Change Agent
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This is the most important and often neglected part. There is nothing like coming to an agreement that gets forgotten about. Make sure you document it and you follow up periodically to make sure it actually happens. This will not only build your credibility, but it will also build trust in both you as a leader and in the process!

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How do you create a win-win situation in a negotiation?

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3

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5

1 Identify the interests

2 Generate options

3 Evaluate and select

4 Communicate effectively

5 Build commitment

Supervisory Skills

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How do you create a win-win situation in a negotiation?

1

2

3

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5

1 Identify the interests

2 Generate options

3 Evaluate and select

4 Communicate effectively

5 Build commitment

Supervisory Skills

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