According to lawyer-turned-negotiation-consultant Nierenberg, the first step in learning positive negotiation skills is the acceptance of a “win-win” philosophy of negotiating.
“My basic philosophy is that you leave the other fellow something of his own. If you don’t, you’ve planted dragon seeds for the future. What we’re trying to do is replace the out¬dated win/lose approach with a creative approach that will be in the best interests of both parties,” he emphasizes.
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This approach to negotiation is often referred to as the need theory of negotiation; Abraham Mas-low refers to it as “….inclusive or synergic negotiating in which all people win.” Nierenberg and others have simply dubbed it the win-win approach. Continue reading