Business negotiations successfully, it is necessary to develop a strategy to help to negotiate as we need and not just "go with the flow". There are four negotiation strategy. each of them has its advantages and disadvantages.
As a result of negotiations you can win or lose. Your opponent talks can also result in either a win or a loss. Negotiation strategy differ depending on what outcome the outcome of the negotiations for each of the two parties. Thus, there are four strategies of negotiations: "win-loss", "loss-win", "loss-loss", "win-win". Let's consider each of them a bit more in detail.
"Win — lose"
People that adhere to this negotiation strategy will seek to achieve their goals in any way. while he is not interested in the interests of the other party. He regards the negotiating partner as an adversary, which must be defeated. This approach does not have to cooperate and compromise, because the task of the party that adheres to the "win-lose" negotiation strategy is to achieve advantages at the expense of the partner's interests in the negotiations.
If during the negotiations, used this strategy, neither of which further cooperation as a rule, it is not. This is quite a hard strategy is usually used in short-term business relationships. when it's necessary to achieve your goal as quickly as possible, acting in a snare, so to speak, and then say goodbye to the other side forever and never to cross again.
"Lose — win"
This strategy is often called the "strategy of losers" because chose her initially configured to the assignment and are ready to follow the course which will outline his negotiating partner. Often this strategy is not chosen deliberately, but under the pressure of circumstances, when a tough opponent (often acting according to the "win-loss" strategy) presses and forces to yield. But there are cases when such a strategy is chosen consciously.
When choosing this negotiating strategy justified? This strategy can be useful when long-term business relationships when the relationship is more important than the outcome of negotiations. Deliberately made a concession, the consequences of which carefully calculated, can be very useful in the future. This is the case, when defeat in battle leads to victory in war.
"Loss — loss"
The "lose-lose" strategy is not deliberately chosen:this situation occurs when both opponents are set up to win and only to win. In this case, negotiations turn into a kind of competition in stubbornness and come to a standstill, because neither side wants to yield. This negotiation strategy is considered to be the most inefficient, because most often the parties simply disagree without reaching an agreement.
Perhaps cases in which this strategy can be applied consciously with the benefit of at least one of the negotiators, no. Therefore, during the negotiations it is very important to control your emotions and, if necessary, rein in your obstinacy: if you persist, you will at least lose time and spoil your nerves. It is better to abandon unpromising negotiations.
"Winning is a win"
The choice of this negotiation strategy in most cases the most optimal. It helps to lay the Foundation for a fruitful long-term cooperation, because participants of the negotiations perceive each other not as rivals, but as partners. In this case, each negotiator is ready to sacrifice something not too valuable for the sake of the partner, and the partner, in turn, also sacrifices something for his sake. This is a strategy of mutually beneficial compromises.
This absolutely does not mean you require to sacrifice all your interests: you will get what you want, otherwise the situation will not be considered winning. Successful use of this strategy of negotiation is possible only in the case when both participants of the negotiation prepared to make maximum efforts to search for mutually beneficial solutions .
Sometimes separatethe strategy of "win". when one of the partners is set up to achieve their own winnings, while he is not interested in whether the partner wins or loses. But usually it quickly passes into the strategy of "win-lose" or "win-win"
As we have said, the most successful approach is the "win — win", and in most cases, participants tend to him. But the choice of a particular negotiation strategy depends on the circumstances. the main thing is not to come to the situation of "loss - loss".