This month the theme on site is Tips, Tools & Free Resources' so we're bringing you some of the most popular Trainer's Tips ever! In tenth place, Nik Kellingley explains a straight-forward negotiation model. While Jeremy Thorn adds his thoughts below.
Helen Taylor asked on our Any Answers forum for help with negotiation models: I Have been looking through books and on the internet, but can't seem to find anything that is easy to use and understand. It will be used for insurance claims handlers to learn how to negotiate settlements with customers
Nik Kelingley replied:
It's the oldest but simplest model: Win-Win, Win-Lose, Lose-Win, Lose-Lose.
You can illustrate it by drawing a + in the middle of a page and marking each quadrant accordingly.
Win-Win: you win and the customer wins - the best negotatiation resolution.
Win-Lose: you win but the customer loses - this may sometimes be acceptable in your industry.
Lose-Win: you lose but the customer wins - again this may sometimes be acceptable but not ideal.
Lose-Lose: nobody gets what they wanted.
It's a simple model, gives everybody something to aspire to and plenty to discuss around certain situations.
Come up with some scenarios, and then ask your groups to determine different resolutions that match each of the model outputs.
Talk about the way that makes them feel best, the requirements that the company cannot bend and therefore the second best path etc.
This Trainer's Tip first appeared on site in 2007.