Win-win negotiation for the selfish

Years ago I read about the concept of win-win negotiation. I never really understood why one party would seek the other party to win. After all, it's hard enough articulating our needs, without the additional burden of having to think for the other party. Unless you are spiritually inclined, who cares?

As long as my needs are met, it’s up to the other party to negotiate their needs right?

Wrong. Negotiating for clients makes sense for the selfish too. Putting aside a moral standpoint, if we negotiate a good deal for the other party, we are more likely to get what we want.


Referrals and repeat business

The business world is so competitive, our services can all look the same. Computers and the internet have dropped barriers to entry in many industries, and made competition flat. In the 21st century, it is referrals and repeat business which is the cash cow.

The days of opportunistic bargaining, where you could push a win-lose deal, and still win overall are far and few. Opportunistic negotiation is where you go for the best deal, no matter what the cost of trust, because you are unlikely to do business with the person again. For example a one-time car purchase, or while travelling in a foreign country, you get a good price on a painting.

Whether it is with clients or suppliers, we are having longer term relationships.

What client or supplier will refer you, or do business with you again, if they lose on their last deal. Even if you have a contract in place, and you gave the other party a fair chance to negotiate their needs, it is not enough.


Negotiating for clients and suppliers

In theory it is up to the client to do their own research, check the contract thoroughly and understand what benefit you are providing. This is rarely the way it works out. Although you can prove on paper they signed the contract, they will secretly despise you and label you untrustworthy.

Their experience, negative or positive, is more important than the contract if you want to do business with them again, or make a referral.

The negotiator of today needs to do more than secure a good deal for their company. They need to lock in the client or supplier's trust as well, to increase the chance of repeat business.

Win-win has a direct dollar and cents outcome.