Our negotiation philosophy is called Strong Win-Win.
We firmly believe – and studies repeatedly back this up – that win-win is the most effective way to negotiate and will create the best results for you from any negotiation. Furthermore, it leads to much better long-term relationships which will continue to develop greater value for everyone. Even for selfish reasons, win-win is the best approach.
But we also believe that this only works if the other party is willing to play win-win as well. As such, strength is important too, so that the other party does not try to take advantage of you. Hence, Strong Win-Win.
A lot revolves around trust. If both parties can trust each other confidently, the collaboration will generate extra value for everyone. But what if you are not sure whether you can trust or not?
Luckily, there are ways to recognise if the other person can be trusted. Even better, there are actually ways to make them more trustable. And if, in the end, you believe they are not to be trusted, there are even things that you can do here.
We don’t believe it is sensible to agree to every deal, far from it. But we do believe that there is usually a deal attainable that will suit everyone and in these instances you should work to achieve it.
One other thing, we believe that negotiation is not a scary thing, it can actually be very enjoyable. In fact, it should be enjoyable – you will negotiate much better if you enjoy it and you are much likely to build the rapport that helps establish the trust necessary for a win-win deal.