“Winging it” is a good approach to life`s small decisions, but if you negotiate, it can be catastrophic. Follow these three preparatory steps and improve your agreements. . Adapted from “Dealing with Backstage Negotiators”, first published in the Newsletter Negotiation. Negotiated agreements sometimes collapse in the last hour because a party gives in to the wishes of a voter, even though it has the power to make a commitment. Since people tend to negotiate with an “us versus them” mentality, they can. Instead of working together to increase the size of the total cake, negotiators end up haggling over a cupcake and decreasing the chances of creating a beneficial deal that increases value for everyone around the table. So here`s a question for your negotiator: what exactly is a mutually beneficial agreement? Of course, we all think we`d like to be able to use our trading styles and negotiation techniques to come up with one in our next negotiation, but would we recognize that if we saw it? One way to define this is to think of a mutually beneficial agreement as one in which each party makes use of a finite pot of resources as much as possible. I hope you`re not in such a way. A much better way to look at it is competitive value with collaborative added value. Now, the big question is exactly how to do it. To do this, you need to establish a relationship with your counterpart and thus discover the possible area of convergence with it (ZOPA).
If you know the areas of convergence in which you and your counterpart agree (and the areas in which you stand out), an experienced negotiator can enter into a mutually beneficial agreement, which best fits her own needs and the needs of her counterpart, while forging a negotiating relationship with her counterpart. When President Obama entered his second term, he set himself the goal of taking concrete action to combat global climate change. A comprehensive agreement on this issue is in sight, but a central obstacle opposes it: the US Senate. According to the Constitution, a president needs the approval of a two-thirds majority of the . Some trading experts would make you believe that a deal that benefits both parties is one where each party grabs as much as possible a finished pot of resources and calls it one day. . . .