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Dear Friends,
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And now to the winning perspective...
Long-term success in business is determined by two things: your ability to control the relationship process, and your ability to find and maintain the correct perspective in all circumstances.
The perspective that will put you in control of both – the winning perspective – is that Win-Win motives, attitudes and behavior are the only option, in any situation.
The Negotiation Matrix
The Negotiation Matrix is a simple, useful tool for evaluating your options in dealing with other people. It requires time, effort and discipline, of course, but it’s the safest way to ensure a predictable, desirable outcome.
| |
You |
Them |
|
Desirable |
WIN |
WIN |
|
Undesirable |
LOSE |
LOSE |
The two left-hand quadrants represent your options. The two right-hand quadrants represent the other person’s.
Win-Win or Lose-Lose... that’s all there is!
You both have to be on the same level. Otherwise, once the loser realizes the truth, they invariably terminate the relationship and the results cease to flow. It now reverts to what it always was… Lose-Lose posing as a win to fool both of you. A counterfeit!
Every time we’re fooled into choosing Win-Lose because we think it’s easier than disciplining ourselves to invest in Win-Win, is loss of the correct perspective - you have actually "lost the plot.".
How it works When preparing for any form of negotiation, we list our options in order of priority, from most desirable to most undesirable. In the illustration below, the desirable options are represented by ticks, the undesirable by crosses. The most desirable option is represented by five ticks, the next by four and so on.
It’s very rare for both parties to achieve their most desirable preferences - they tend to be mutually exclusive. For example, when bidding for an MT contract, the client's most desirable option would be to pay nothing for the service, while the MTSO's most desirable outcome would be to receive payment without providing the service.
In order to achieve a result that’s equitable for both parties, we go through what is known as the negotiation process. We move gradually down the list until we find a position where both parties are satisfied that they’re not the loser.
Just because both parties receive an outcome that’s desirable does not necessarily make it a true Win-Win result. Unless there is genuine equity and parity, one party will eventually come to regard themselves as the comparative loser.
That’s the trouble - It’s always a matter of perception and relativity. So the counterfeits strike again, and we lose the result we thought we’d achieved. The problem starts with sloppy definitions. We can never control anything until we can first define it (as distinct from merely describing it). Most problems in human & business relations stem from our inability to define. Win-Win negotiation is no different.
Quality of service as perceived by the client could actually boil down to your response time on email, when the client is frantically looking for a lost report, rather than whether your MT crossed the 't' or dotted the 'i'. On the flip side, just because a client wants service at 3 cpl, don't interpret it to mean that quality or customer service will not be expected at those rates. Learn to say no to selfish Win-Lose counterfeit prospects now, or suffer later! And don’t lose the plot.
Cheers!
Maj (Dr.) Amit Chatterjee, SM |
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