Recommended Negotiation Topics: Negotiate a Pay Raise | The Art of Haggling | Managing Conflict | Dont Be Afraid Of Silence | The Most Powerful Persuasion Skill
Download FREE 45 Page Report: 21 Powerful Ways To Persuade People To Do What You Want


4 Negotiating Outcomes


Most of us know what outcome we really should be seeking from our negotiations, but we often lose sight of it. In the heat of the discussion its easy to become intent on 'winning' that the best outcome is forgotten. Here we outline the 4 Negotiating Outcomes and show you how to be sure of arriving and the best one for you.

What Are the 4 Negotiating Outcomes?

Negotiating outcomes are the types of results that can happen at the end of a negotiation. All negotiations end up with one out of four possible outcomes: one party wins and the other loses, both parties lose, they get stuck in a stalemate, or both end up winning. Obviously, the goal in a cooperative negotiation is for both parties to walk away with their needs being satisfied. Familiarize yourself with the four different negotiating outcomes and make it your goal to aim for a mutually-beneficial outcome.

Lose-Lose

In this type of outcome, ego's come into play which thwart the negotiating process. Both sides dig into their positions and are unwilling to compromise with each other. In the end, both parties end up losing in the deal. Resentment exists between both parties as a result of the outcome and it is unlikely that they will ever negotiate with each other again.

Example

A labor union refuses a contract offer and goes on strike until demands are met. The company refuses to give into to this bullying-type technique and digs into their position of not budging. In the end, the strikers go back to work without a raise and with lost income and the company loses a large amount of sales revenue, and the consumer loses because the company must raise prices to pay for its losses.

Win-Lose

In this type of outcome, one side wins and the other side loses. There is no compromise with a win-lose outcome. It's a one-side takes all battle with one side getting all their needs satisfied and the other side getting nothing. While the side that wins may be very happy about the outcome; the losing side has a high level of resentment over the deal because they did not have any of their needs met. This usually results in a end to any future negotiations and a termination of the relationship.

Examples

A street brawl is the ultimate in win-lose negotiations. One side wins by use of physical violence and the losing side has no choice but to submit to defeat.

A civil court battle is win-lose. A judge or jury decides winner and loser based on available evidence. One side wins punitive or compensatory damages and the other side loses that money.

Stalemate

In this type of outcome, neither side wins or loses and after a long negotiating session, both sides are at the exact same place that they started off at. This is a result of not being able to deal with interests and only positions. Stalemates happen when both sides aggressively defend their positions and neither side is able to make the other side budge.

Example

You go to buy a car and the salesman quotes you a price that is too high. You are unwilling to budge on your price and the salesman is unwilling to budge on his quote. You then walk out of the dealership and go find another one to deal with and the salesman moves on to the next customer.

Win-Win

This is the type outcome that you strive to achieve when you Street Negotiate. In this type of outcome, both sides walk away with their interests and needs being met. Both sides leave the negotiating table satisfied because they came out of the negotiation with more than they had started with. Relationships are preserved because both parties cooperated with each other in determining a fair solution to the problem. This outcome also bolsters trust for future negotiations between the two parties because they have established a positive relationship.

Example

A hostage taker agrees with the police negotiator to surrender and release his hostages. In return, the negotiator agrees that the SWAT team won't bust through the doors and kill the hostage taker. In this example, the hostage taker gets his needs of survival taken care of and the negotiator gets his needs of ending a potentially deadly confrontation without any bloodshed satisfied.

Key Points

The four possible outcomes to a negotiation are: lose-lose, win-lose, stalemate, and win-win.

Set your goals on having a win-win outcome in all of your negotiations. A win-win outcome is where both negotiating parties walk away with having both of their needs met.

About The Author

Tristan Loo is an experienced negotiator and an expert in conflict resolution. He uses his law enforcement experience to train others in the prinicples of defusing conflict and reaching agreements. Visit his website at http://www.streetnegotiation.com

You are here: 4 Negotiating Outcomes

Google
 
Web www.negotiation-tips.com


MORE RESOURCES:

Nigeria: NLC Calls for Negotiations On New Minimum Wage
AllAfrica.com, Washington - 20 hours ago
The Nigeria Labour Congress (NLC) has called on the federal government to empanel a tripartite committee for negotiation to ensure that workers get a living ...


Financial Times

Israel Enters Gaza: Negotiating With Extreme Prejudice
TIME - Jan 4, 2009
... likely to accept Israel's truce terms. The armed "negotiation" over Gaza's next cease-fire, then, has entered what will likely be its most intense phase.
Video: Notebook: Gaza CBS
Diplomats Converge on Israel in Push for Truce Washington Post
Intransigence on both sides means violence will go on The Herald
The Swamp - Tribune's Washington Bureau - CQPolitics.com
all 22,681 news articles


Negotiating Our Way Out of a Mess
BorderFire Report, TX - 14 hours ago
My firm provides negotiation coaching and consulting throughout the US and in nations around the world. As such the staff and I are on the front line with ...


Renato Corporation Enters Into Negotiations Ending Due Diligence ...
SYS-CON Media, NJ - 16 hours ago
The terms of the joint venture agreement are currently under negotiation and will be made public in the near future. Direct investments in unique ...


Striking Judiciary Workers Seek Negotiation
THISDAY, Nigeria - 7 hours ago
Striking Judiciary Staff Union of Nigeria (JUSUN) yesterday called on the Federal Government's team to come forward for negotiation. ...


New York Times

Andy Pettitte Rejects Yankees’ Offer, Making Return Uncertain
New York Times, United States - 3 hours ago
In an interview in September, Pettitte forecast a quick negotiation, even though he knew it might not be wise to do so. “Obviously anyone else would say, ...


Suburban Trenton water sale is near
The Times of Trenton - NJ.com, NJ - 4 hours ago
Representatives of BPU and NJ American said the deal was still in negotiation, but did say there was a stipulation of settlement currently being reviewed by ...


Tips to build trust during negotiation
Emirates Business 24/7, United Arab Emirates - 16 hours ago
Most of us approach negotiations with the hope that we will share information, build a relationship and be treated fairly by our counterparts. ...


Turkey - EU Relations In 2008
Turkish Press, MI - 20 hours ago
Turkey's demand for "leaving aside political approaches towards its negotiation process" could not be met in the real sense this year either. ...


Award renews teacher's union conflict
Worthington Daily Globe, MN - 10 hours ago
Besides carrying more impact to legislators – come teacher contract negotiation time – the relationship between the two Minnesota state groups has become a ...

Negotiation - Google News

home | site map
© Career Consulting Limited 2006 - 2008

website metrics