5 Tips Achieving Win-Win Solution 29 July 2020 – Posted in: Bagi Pengalaman, Ide, Inspirasi, Tips – Tags: , , , , , ,

By: Betti Alisjahbana

In an era of increasingly rapid change, our ability to work with various parties, both within the organization and with partners outside the organization, and with customers is very necessary. In working together, we often have to negotiate. For example, negotiating about the use of limited resources needed by both parties. Can also negotiate the form of cooperation with partners. Negotiation with clients when there are changes in conditions compared to the initial agreement that has been written in the contract and many other types of negotiations.

Often, in negotiations, each party comes up with a proposal that meets his or her needs. Then when negotiating, each party struggles so that its proposal can be accepted by the other party. At the end of the negotiation, there are winners, namely those whose proposals are accepted, and there are losers, namely those who are forced to accept the proposals of the other party. The winners are happy, while the losers are disappointed. This disappointment can be a stumbling block in the next relationship.

A win-win negotiation is a negotiation where each position is explored, both your position and the position of the negotiating partner, to reach a negotiation result that is acceptable to both parties. And that gives as much as possible what each party wants. Both parties are happy with the results obtained. That is what is known as Win-Win. With a win-win result, the relationship between the parties will continue to be good.

Here are tips for Win-win Negotiations

1. Start with a Win-win Mindset

Win-win mindset consists of 3 things, namely:

          1. Maturity. Maturity is not about age, but having a balance between courage and the desire to win while still paying attention to the interests of others. There are people who are very young, but have grown up, because they have this balance. There are also those who are old in age, but only think about their own interests, and are therefore immature.
          2. Integrity. Integrity referred to in this case is keeping promises and treating other parties with the same standards as the standards applied to oneself. So if you want your interests to be fulfilled, then you also want to make sure that the interests of others are also met.
          3. An Abundance Mentality. People with an Abundance Mentality feel that there are many possibilities and there is a lot in this world. Therefore he did not stop looking for options that could answer the interests of all parties.

3 Win WIn Mindset

2. Ask what are the important things that the negotiating partner wants to achieve

When we negotiate, we usually only estimate the other party's intentions, what are his priorities and concerns. Unfortunately often negotiators don't ask to get a better understanding of what lies behind the other party's position. We need to know if we can relate our goals to those of the negotiating partner. The better we know what the negotiating partner wants, and what is important to him or her, the better we can arrive at a solution that addresses both parties' needs.

Armed with a Win-win mindset, then ask what are the important things that the negotiating partner wants to achieve. Ask questions so that we understand the underlying background. In asking questions and listening to answers, make sure you are open-minded and non-judgmental.

3. Tell the important things you want to achieve

Once you understand what the negotiating partner is trying to achieve and what that underpins them, talk about what's important from your side, and also explain why they're important to you. Usually when you have shown you care about what is important to the negotiating partner, that concern will be reciprocated

4. Together create alternative solutions

After each understands what is important to each other and why it is so important, you can invite negotiating partners to jointly think about alternative solutions that can address both interests. At this stage, it is hoped that what will happen is that both parties think of common interests and not each wants to defend the proposed alternative and attack the opponent's proposal. With An Abundance Mentality where you believe that there are many alternatives, then before exploring one alternative, make sure there are many alternatives on the table first.

5. Together choose the best alternative that can be accepted by both parties

After having several alternative solutions, now is the time to focus on one or two of the best alternatives that can answer the most important things for both parties. Refine the chosen alternative so that both parties feel their interests are answered and are satisfied with the chosen joint solution.

As an illustration of how the steps above are carried out, I take the example of when a client sent a letter, asking to postpone the implementation of an e-commerce project to next year. Even though the implementation activities have been running, and have been completed 50%. Armed with a win-win mindset, the team that handled this project met with clients to find a win-win solution for both parties.

When asked further, it turned out that the client still wanted to continue their e-commerce project, only that they were experiencing cash flow problems, so they had to postpone several initiatives, including this e-commerce. Our team that handles e-commerce said that the resources that have been mobilized to implement e-commerce come from various sources, and if it is postponed, next year the team will not necessarily be the same, which means it takes additional time and effort to complete. In addition, in the current situation, it is more difficult to get new projects.

After understanding each other's situation, as well as the important issues of each party, several alternative solutions were discussed together. Finally, both parties agreed to continue with the project, only to postpone the payment until next year. Both parties felt this was a good solution, and the relationship with the client was getting even better.

The situation would be very different if each side insisted on thinking only of its own interests, and not trying to find a win-win solution.

We hope that this article will inspire you to take a different approach to negotiations in the future.

 

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