Win-Win Negotiating

Oftentimes, people view negotiating as one person trying to get something from another person. However, it does not have to be a process that leaves one party with a bad taste in their mouth, while the other is doing a victory dance. It is possible for both parties to come away from a negotiation feeling like winners. This is what Dr. Tony Alessandra describes as win-win negotiating. In this week’s story, co-author of the popular sales skills test, Sales IQ Plus, Dr. Tony outlines 13 tips to help ensure that any negotiation you take part in can (and should) end with a win-win result!
Win-Win Negotiating
By Dr. Tony Alessandra
T he two ends of the negotiating spectrum are win-win negotiating versus win-lose negotiating. Win-Lose negotiators see the participants as adversaries. Tactics include exerting power and using subterfuge. There is a lot of mistrust, tension and suspicion. The win-lose negotiator’s goal is