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Win/win negotiating is bad for you

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in Leaders & Managers,Workplace Communication

You probably believe that the best form of negotiating is the win/win style in which everyone gains something. But win/win is probably the worst way for you to negotiate, says negotiating coach Jim Camp. Here’s why:

1. You agree too early to a shared goal, failing to bargain hard enough for each critical negotiating point. So you probably end up with the short end of the agreement.

2. Because you fail to argue everything through, point by point, you never really define what an optimal agreement might be, or understand what you’re getting. You end up with something. But just what is it?

3. If you’re dealing with a predator who secretly wants to take advantage of you, he or she will make you believe you’re each winning equally… while taking you to the cleaners.

How can you protect yourself? The key, says Camp, is to treat the negotiation as if you can walk away at anytime. (Most of the time, Camp says, you want the deal but don’t actually need it.) That position makes the people on the other side work hard to win you over. They offer more information, bare more of their agenda, make more concessions and let you know more about what you will win or lose by agreeing with them.

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