¶ … executives practice win-win negotiations. While positional bargaining encourages parties to compete, win-win fosters collaboration. The outcome is a solution that optimizes results, rather than makes one party the loser. Specifically win-win negotiations encourages:

Critical thinking skills: A satisfactory negotiation depends on quality inputs and an understanding of the overall impact. Critical thinking is enhanced when both parties work toward the same goal.

Mutuality: SC is positioned to set the standard for future computer generations. However, due to cash constraints, I recognized that the company could not pay my market value. Because the VP, in turn, expressed his concern for my needs, which are to be part of a start-up venture and to extend the business internationally, we could reach an agreement that allowed for a deferred salary increase.

Empathetic listening: Because we were seeking common ground and not looking to be right, listening skills were greatly improved. Each party listened carefully, seeking to craft a mutually beneficial proposal rather than listening to find fault.

Ease of communications: We were able to communicate openly since there was no benefit in concealment. Recognizing that there is more than one satisfactory solution allowed us to optimize the outcome. Accrued trust permitted us to leave some areas, i.e., vacation time, open for later discussion.

Fosters teamwork: By cooperating rather than polarizing around a position, we created a model for future collaborative efforts. The trust that is inherent in this model cannot be underestimated. Teamwork sets asides individual egos and works for the greater good, which is what I did when I agreed to a lower starting salary. Within the cooperative environment fostered by the negotiations, I believe that accepting this salary is in my long-term best interest and only one part of an entire package, not all of which includes monetary compensation.

One final thought: We operate in an extremely competitive environment, one that depends on sharing solutions. To the extent that we can leverage and create cooperation internally, we win.