MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

concessions so that they see that our intention is to achieve the maximum mutual benefit and helping them to see us as collaborators and not as competitors.

9.5. How to achieve benefits for all parties?

In many books on negotiation, we find the following typology of negotiations based on the gains and losses of each side.

If we look at the figure above we can see how voluntary loss positions (Lose/Win and Lose/Lose) can only occur in reality if they are small short-term losses that allow us to make larger long-term gains, so it would be incorrect to explicitly consider it as a loss.

The positions we have left to negotiate are as follows:

• Win/Win • Win/Lose

Obviously, in both cases the winning position would be ours. However, it would be overly naïve to think that the other side is willing to lose in the second case, but

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