Try to agree on a number of objective criteria that provide a framework for your discussion. This could include measures such as legal standards, market value, vision or contractual terms. The agreement on standards shows common values and a commitment to reach an agreement. According to Stephen Covey, the five elements of a win-win agreement are: Imagine you just made a deal. You`re pretty happy with the deal, but assume you`d have more value to eked it. In the common opinion, you should stop talking about the deal with your opponent and continue so as not to spoil the agreement. On the other hand, Bazerman advises asking the other party if he would be willing to review the agreement to see if it can be done better. Tell your opponent that you are free to refuse a revised agreement if it does not result in both results. This type of tally can lead to the distribution of new sources of value between you. It can also help generate a win-win contract if you didn`t have one before. Your success in building your initial agreement may have created the confidence to explore the possibility of an even stronger agreement. One of My favorite videos of Dr. Covey is when he describes his own experience with his son and their win-win agreement.
The other thing to note, you don`t create “agreement” or “buy-in,” just a “questioning” if you stop the “I” language. It is the language “we” that transforms them: “This is what we want to achieve if, in our following guidelines, we use the following resources, to our following standards, etc. Often, their need to maintain self-esteem is more important than the particular point of disagreement. In many cases, it will be a matter of finding a way for both parties to feel comfortable without losing sight of the objectives. The concept of a win-win agreement comes from the work of Dr. Stephen R. Covey and his original book on The 7 Habits of Highly Effective People. By not allowing “disagreements on issues” to become “human disagreements,” it is possible to maintain a good relationship, regardless of the outcome of the negotiations. So let`s take the problem from above.
In this scenario, mother and son could adopt and write an agreement like this: do all negotiations lead to win-win solutions? No, I certainly don`t! If a win-win deal is not reached, the famous management guru, Steven Covey, recommends a no-deal agreement. You two (or all) agree not to agree. 🙂 In negotiations, the parties are often deadlocked because they have different beliefs about the likelihood of future events. You might be convinced that your company will provide, for example, a project on a future and budgeted, but the client may consider your proposal to be unrealistic. In such a situation, a conditional agreement – negotiated promises “if, then” to reduce the risk of future uncertainty – allows the parties to agree to contradict each other while they are still moving forward, writes Lawrence Susskind, a professor at the Massachusetts Institute of Technology, in his book Good for You, Great for Me: Finding the Trading Zone and Win-Win-Win Negotiation (PublicAffairs, 2014).