Wise Agreement

How to negotiate efficiently and reach a wise agreement

 

Vadim Kotelnikov

Vadim Kotelnikov, founder of 1000ventures - personal logo      Business e-Coach      Innompic Games icon

 

 

Looks beyond the obvious and presents a sustainable solution that satisfies underlying needs of each side

Benefits each party and all other stakeholders to the extent possible

Makes each party feel satisfied with the results

Ensures long-term commitment of the parties to the agreement by making it too precious to lose and too costly to violate

Improves understanding and strengthens relationships between the parties

 

 

Negotiation DOs and DON'Ts

 

 

Wise Agreement vs. Fair Agreement

Being fair is not enough if you wish to reach a wise agreement. You must understand the essence of a state of harmony to be reached, think strategically, look beyond the obvious and focus on satisfying underlying needs of each side to the fullest.

A well known story about sharing an orange illustrates this principle. Two people have only one orange but both want it. Initially, they decide that the best they can do is split the orange in two halves. To be sure that itís fair, they decide that one will cut and the other will choose. As they discuss their underlying needs in the negotiation, however, they find out one wants the orange to make juice and the other needs it for the rind because he wants to bake a cake. Thus they have found the way to satisfy the needs of each side to the extend possible.

 

 

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