Negotiate to Win Big For Both Sides - Business Negotiation

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In many people's minds, probably in most people's minds, negotiating is a confrontational process where someone has to win and someone has to lose. This attitude can be seen from the inception of most negotiations where the parties position themselves on opposite sides of a rectangular table and set up another "chicken dance."

Imagine a pie in the center of the table with the objective of dividing it up between the parties. If the parties are sitting opposite one another staring at the pie, each will be thinking of ways to cut that pie in such a way to ensure that their "half" is bigger than the other party's half. To achieve true success, that thinking has to change. In other words, the objective has to change from getting a "bigger half" of an existing pie, to an objective to work together to make the pie bigger so that both parties end up with a bigger piece of the pie than they could have on their own.

For this outcome to have a chance of happening, the physical set-up has to change. In those cases where I had the opportunity to arrange the setting, I made sure that the table was round where the parties had an opportunity to act as equals - no head of the table and no arbitrary "line in the sand."

In those cases where a rectangular table is the only available option, ask the other party to make room for you on hi side of the table so that you can work together toward a better outcome for both parties. Explain that your hope is to combine your talents and resources and "make the pie bigger" so that when you cut it in half, both parties end up with a bigger half!

At first this approach may not be credible to some people because of their perspective of negotiations as strictly transaction type events. So, in fact, your first negotiation may be to convince them that you are sincere, that you are honest and that you really are trustworthy. In other words, you will need to convince them that this approach is not some kind of negotiating tactic or trick to win something from them.

Mr. Newman has roughly 40 years of industry experience - 28 years as part of the Ford Motor Company management team, and more recently, as President and COO of the Strategic Alliances Consulting Group, Inc. His business background encompasses a broad spectrum of experience in various disciplines including purchasing, finance, product planning, export planning, business planning and international business development.

During his last 10 years at Ford Motor Company, Mr. Newman successfully negotiated 46 licensing agreements in 12 countries, 9 joint ventures in 4 countries, 6 acquisitions and 2 divestitures. In his capacity as President and COO of Strategic Alliances, in addition to continuing to assist clients with their acquisition and divestiture efforts, Mr. Newman developed a strategic and business planning process which was implemented successfully at many automotive supplier operations in North America and in Europe. This process also was successfully implemented at a charitable organization and several small entrepreneurial business enterprises.

To read more about Mr. Newman's business insights on business alliances, negotiation and other must have business tips, read his Book, Beyond the Chicken Dance (http://www.beyondthechickendance.com)

Article Source: http://EzineArticles.com/?expert=Charles_H._Newman

Source: http://business-negotiation.blogspot.com/2012/08/negotiate-to-win-big-for-both-sides.html

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