Collaboration is The Key For A Mutually Beneficial Agreement
from The Accidental Negotiator Hosted by Jim Anderson
So here’s a question for you negotiator: just exactly what is a mutually beneficial agreement? Sure, we all think that we’d like to be able to use our negotiation styles and negotiating techniques to reach one of these in our next negotiation, but would we recognize it if we saw it? One way to define this is to view a mutually beneficial agreement as being one in which each side grabs as much as it can from a finite pot of resources. Hopefully you don’t view it this way. A much better way to view it is as competitive value-claiming with collaborative value creation. Now the big question becomes just exactly how to go about doing this.
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