NEGOTIATIONS OFTEN REVOLVE AROUND THE WIN-WIN MINDSET. CHRIS MEYER, NEGOTIATION EXPERT AND ASSOCIATE PROFESSOR OF MANAGEMENT, PROPOSES A MORE COLLABORATIVE APPROACH FOR A TRANSFORMATIVE NEGOTIATION EXPERIENCE.
“Everyone involved in the negotiation wants to get a win when they're negotiating with someone else. But the problem with that perspective is when I'm focused on a win, there's always somebody who loses.”
MEYER SUGGESTS ACHIEVING JOINT-GAINS IN NEGOTIATIONS BY EMPHASIZING COLLABORATION WITHIN INTERDEPENDENT GROUPS. THIS APPROACH LEADS TO HIGHER OVERALL BENEFITS AS NEGOTIATORS PRIORITIZE THE COLLECTIVE GOOD OVER INDIVIDUAL INTERESTS.
“Negotiators that are focused on that joint gain end up getting more than if they were focused on their individual gain because people are more open, they see that as an opportunity to benefit the group. I can’t give in to my own goals. I'm still trying to achieve the same goals in my negotiation, but I'm also concerned that you achieve your goals as well.”
“One of the last questions that I ask when I'm done with a negotiation is, ‘was this a good deal for you’? Is this something that will help your business? I make sure it is something that pays off. If it doesn't pay off for them, they're not going to call me again. They're not going to do business with me again. I've lost that relationship and it's not worth it because in the long-term, who do you want to do business with? Somebody who's really concerned with your outcome as well, or somebody who's only concerned with their own outcome.”
THE BUSINESS REVIEW IS A PRODUCTION OF LIVINGSTON AND MCKAY AND THE HANKAMER SCHOOL OF BUSINESS AT BAYLOR UNIVERSITY.