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Win-Win Negotiation
Everyone of us in our daily life negotiates for something. One may be negotiating with
his/her teacher to give him/her more marks, one may be negotiating with his/her parents for a
permission to take their car or one may be negotiating with his/her spouse to go to to an opera
interest. It is regarded as the basic and primary way of alternative dispute resolution. It is a
general misconception that negotiations only occur when there is no fixed or established set
of rules, procedures, or system for resolving a conflict, or when the parties prefer to work out
side of the system to invent their own solution to the conflict. Even when there are fixed
statutes and regulations people still tend to indulge in negotiation to reach a better deal.
Introduction
Win-win negotiation style was evolved in 1970s from Economic Game Theory. “Getting to
Yes” by Fisher& Ury is regarded as one of the first contributions in this respect. The aim of
win-win negotiation is to find a solution that is acceptable to both parties, and leaves both
parties feeling that they've won, in some way, after the event. This helps people keep good
working relationships afterwards. This negotiation style is also termed as mutual gains
ethics. I practice and preach it for one simple, unsentimental reason: it’s the only thing that
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works.” (Thomas, Jim. Negotiate to Win: the 21 rules for successful negotiating.) It is the
only way to track, finalize, and sustain rewarding agreements. Win-win negotiation refers
means no trickery, lying, foul play, or misbehavior of any sort. It means tactfully pointing out
the other side’s mistakes. Win-win negotiation demands to keep results within sensible
constraints, but it doesn’t make you the guarantor of the other side’s success. And neither do
Win-Win Tactics
Before using the tactics intended for win-win outcome one has to bear in mind What the
tactic to be used is about, what type of words or phrases negotiators should use to execute
the tactic, what are the advantages of using this tactic, How the tactic may backfire or limit
one’s effectiveness and general information about the use of this tactic. (Gosselin, Tom.
The first question one asks himself is that why do I choose win-win style approach for
negotiation when I can play the hardball? The answer is “Win-win negotiating is mandatory
because the other side survives the talks… they’ll get you if you hose them.” (Thomas, Jim.
Negotiate to Win: the 21 rules for successful negotiating.) as mentioned earlier it helps in
one kills the hen to get all the eggs at once and ends up losing the one daily egg) win-win
approach is more of a long-term approach where people can comprise on smaller losses today
After being pestered so much in favor of win-win approach one still has to keep in min that
win-win approach isn’t the only approach to negotiation. There are situations where win-win
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negotiating isn’t required: a one-shot deal. If one will never be dealing with the other side
again, they can’t retaliate. In such a situation (from a purely economic perspective), win-win
negotiating isn’t only unnecessary, but wasteful. Bargain as aggressively as one’s conscience
allows. Car deals, house deals, buying or selling something through a private-party classified
Criticism
A few of the writers criticize that “….it is important to observe that the original meanings of
the terms "collaborative" or "integrative" are NOT synonymous with the term ‘win-win’,
which is used to denote that both parties ‘win’ in a conflict episode. Yet, the terms are often
Another critique is called Wissman Paradox which hypothesizes that "win-win" is a falacy
and one of two situations should exist: either there is no real conflict or some type form of
compromise is there. The Green Conundrum conjectures that every stakeholder in a conflict
management situation can not be taken into consideration; even as the immediate parties may
look like "winners," the stakeholders in the larger systems may be the ultimate losers. It
means there is always a loser in every conflict management situation involving more than two
parties, and the mystery is to find out the loser. (Mcnary, Lisa, D. "Win-Win": The Creation of a
Common sense tells us that no situation is equally good for all parties involved. One winner
Works Cited
Gosselin, Tom. Practical Negotiating: Tools, Tactics, and Techniques. John Wiley & Sons,
Inc. (2007).
Mcnary, Lisa, D. The Term "Win-Win" in Conflict Management: A Classic Case of Misuse
and Overuse. The Journal of Business Communication, Vol. 40. Issue: 2. Page
Mcnary, Lisa, D. "Win-Win": The Creation of a Communication Oxymoron in the Business Sector.
<http://www.sbaer.uca.edu/research/TemporarilyDisabled----
wdsi/2002/pdffiles/papers/233.pdf>
(2006).
Nagel, Stuart, S. Super-Optimum Solutions and Win-Win Policy: Basic Concepts and
Thomas, Jim. Negotiate to Win: the 21 rules for successful negotiating. Perfect Bound
(HarperCollins). (2005).