Good negotiations should END up IN a Win-Win result. Essentially, WHEN stated objectives DO NOT really conflict, agreement IS reached easily. Yet, due TO communication gap, unspoken differences OR, occasionally, mutual suspicion the objectives don’t coincide. This makes agreement difficult OR even impossible.
So the NEXT step can be an integrative approach of understanding EACH other’s needs AND wants. It should be done IN objective terms shorn of ANY tactical nuances. This IS often achieved BY more OPEN queries about offer, purpose AND hint of perceived risk OR latent desire. FOR instance, pricing may be inflated due TO unsaid expectation of risk of late payment. ONE may be reluctant TO COMMIT TO supply large ORDER quantities due TO concern about shortages FOR other customers. This has TO be understood AS a mutual issue of concern.
IN the NEXT logical step, ONE must recognize the ‘other’ side of needs AND wants. THEN respond TO them WITH a counter offer which addresses OR assimilates those needs. FOR EXAMPLE, offering terms of early payment OR assurance of continued orders would HELP reach agreement ON mutually beneficial (Win-Win) terms.
This mutuality IN integrative approach IS the foundation of ANY lasting relationship. Also, we may realize ON the other hand that such an effort IS worth investing IN WHEN our objectives are LONG term. It can develop a LONG relationship based ON trust AND confidence.