Think Win Win…or No Deal!

We’ve all heard of the philosophy of thinking win-win when dealing with others in business and personal aspects of our lives. It calls for a frame of mind or heart that constantly seeks mutual benefit and sees life as a cooperative, not a competitive environment. It is based on an abundance mentality, the paradigm that there is plenty there for everyone.
An extension of that philosophy that is very useful in business negotiations is what Stephen Covey refers to as Win-Win... or No Deal. This negotiating philosophy sets the stage at the onset of negotiations that ending the process with no deal is OK, a viable option. It does not represent failure on the parts of the parties involved.
We usually enter business negotiations with reasonably high expectations of what the outcome might be. As discussions proceed and we come face to face with the reality of the issues and potential obstacles that must be addressed it is easy to allow frustration and disappointment to set in. This can result in a feeling that the other parties were not fair to the process in some way. One or both parties can leave the negotiations with a feeling of failure that the dreamed result did not materialize because of the other parties’ attitudes or positions.
When No Deal is an option we can feel liberated from the need to push our agenda and manipulate people. We can focus on facts more than feelings. It helps parties to think freely about various options that are mutually beneficial. We simply agree at the start that if we can’t find a solution that will benefit both we agree to disagree agreeably. No expectations have been created, no performance contracts established. We can think objectively about whether our values or goals are aligned as they should be for this deal to proceed. It can help preserve relationships after the negotiating process has ended if no deal is where the process ends. This result often increases the chances of a renewed and successful negotiation process later when the environment for the deal may have improved.
We all want favorable (win-win) results when we invest time and financial resources in a negotiation process. All parties should strive for that. But when both parties acknowledge that No Deal is a viable option at the start the resulting emotional freedom can actually improve the chances of the desired Win-Win solution.