What are thenegotiation echoes of win-win related to clarification?

Developing a solution that satisfies the negotiating parties requires clear communication of needs, interests and positions. Sometimes negotiators abandon the use of intricate and complicated strategies in favor of negotiation techniques for wines – wines related to refinement. Their use allows us to specify our demands, as well as learn more about the real expectations of the other party. Knowing their goals, the partners can reach an attractive agreement in a cooperative way, which may be the beginning of a long-term and fruitful cooperation.

Have you noticed that some online retailers show their goods in the company of items of familiar size and shape? For example, earrings are sometimes depicted with a coin with a denomination of 1 zł. Thanks to this, you can imagine what the thing you are going to buy will actually look like.

A similar method is used in negotiations – operating the scale. The use of this win-win technique is based on showing the successive concessions of both parties and comparing them with each other. Thanks to this, the partners are aware of what they will receive and what they will have to give if an agreement is reached between them.

Presenting the findings of the negotiations on an ongoing basis indicates the conclusion of a fair contract. The parties can control their profit and loss balance and assess whether the terms of the contract at a given stage of the talks are satisfactory for them. However, operating the scale has one drawback – it can show an imbalance between partners. One of the negotiators may assess that the concession made is disproportionate to the benefits received. In such a situation, it may be enough to renegotiate the contract and make further demands.

In positional negotiations, partners never reveal their cards. Negotiators bluff, rigidly insist on their position and do not want to reveal what needs they would like to meet by concluding an agreement. The talks turn into a game based on manipulation and guessing whether the other party will finally sign the negotiated terms of the contract.

Negotiators using a cooperative style behave on the contrary, using the technique of wines – wines openness. Revealing true intentions makes it possible to build a bond with the other party, who should repay the same and reveal what they care about the most.

Openness, however, should be dosed. If you see that the opponent is not willing to reveal his interests, you also do not say anything more about your needs. The other party can use your open attitude to achieve their own goals – by knowing what you care about, they can take advantage of you.

Source: https://poradnikprzedsiebiorcy.pl/-techniki-negocjacyjne-win-win-zwiazane-z-klaryfikacja

Region Gdański NSZZ „Solidarność”

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.

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