Negotiation principle 3: mutually beneficial options
Once we know the interests behind the positions, we should ask ourselves: “How do we fulfill these interests?” The answer is: options. An option is a variant of how the interests can be covered. The better the option meets the actual interests of both parties, the easier it is for both sides to accept.
Often little space is given to the search for mutually beneficial options. Why?
- Both negotiating partners are under pressure and accordingly uncreative and unimaginative.
- They have their position in mind and look for disadvantages in anything that deviates from it.
- You are so afraid of losing that you can’t imagine winning together.
- They assume that the “cake” is limited rather than expandable.
- They think the others should solve their own problems instead of looking at what they could do for each other.
It’s a huge advantage to think of many options before the negotiation. If you don’t get exactly what you want, you can switch to different alternatives. There is a good chance that the other party will respond to one of these options. Think about lots of options …because you don’t always get exactly what you ask for…
Always ask yourself before a negotiation: Assuming I don’t get what I want (my ideal position), what advantageous alternative options can I deviate from? One more thing: At the end of every negotiation, you need to get down to brass tacks. The options that have been laid out need to be condensed; insist on defining the solution now or at least defining the progress of the negotiation:
- What has been decided?
- What is still open?
- When will we meet again (on which date or after which event)?
- Who clarifies what and by when?
