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Topics: Communications Management
Give an example of a win-win situation you negotiated
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These type of example will enrich our experience.
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Kevin, this is tough one I think even with win-win it is not 50 % each, I guess it is hard to scale and measure that but as long as both party agree on mutual points and close the negotiation or discussion then it could be considered as win win.

As far as the example one time we run out of warranty and one part started to fail earlier causing bottleneck I was trying to convince the OEM that this is caused by wrong or unsuitable design however we were three to four months back and forth so finally we reached to a mutual conclusion that we give them one year service contract and they would cover replacement of the part with new design different material for each equipment, I don't if you consider that as win win I think our win is heavier if we have to go and buy the new design we would spend more than the amount of the contract and for them they got some payment otherwise if they have to give the parts like that they would have zero return let me know what do you think?
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1 reply by Kevin Drake
May 06, 2018 7:23 PM
Kevin Drake
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You are very right it is tough and rare
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Kevin, can you enlighten us with few example of conflict resolution where you have achieved win win solution, what was the situation?
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1 reply by Kevin Drake
May 06, 2018 11:28 PM
Kevin Drake
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It is hard to decide if it is a compromise or win-win, During a take over of a company we ended up in a mess and real conflict between two VP due to the take over (merger).
The conflict was sorted out by dividing the geographical area of the territory between them.

Everyone thought it was win-win. It did not last for a long time, few years down the line the company was in dilemma of internal unhealthy competition, and one of them was sacked and the whole company was restructured.
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It's true that a win-win is rarely 50%, but that is only for those who are measuring ;-)
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May 06, 2018 11:51 AM
Replying to Riyadh Salih
...
Kevin, this is tough one I think even with win-win it is not 50 % each, I guess it is hard to scale and measure that but as long as both party agree on mutual points and close the negotiation or discussion then it could be considered as win win.

As far as the example one time we run out of warranty and one part started to fail earlier causing bottleneck I was trying to convince the OEM that this is caused by wrong or unsuitable design however we were three to four months back and forth so finally we reached to a mutual conclusion that we give them one year service contract and they would cover replacement of the part with new design different material for each equipment, I don't if you consider that as win win I think our win is heavier if we have to go and buy the new design we would spend more than the amount of the contract and for them they got some payment otherwise if they have to give the parts like that they would have zero return let me know what do you think?
You are very right it is tough and rare
Network:44



Win-win doesn't have to be 50% for each negotiating side. I have recently negotiated with another company that holds a prime contract an agreement to extend the contract, where my firm serves as a subcontractor. I knew ahead of getting into the negotiation that they are not in favor of continuing since the money is too small for them. For my firm, we badly needed this contract because we want to build our qualification in a certain geographic area. I had no other alternative that would make my case strong, but I tried as hard as I can to make an appealing case for them and I took some of the administrative work from their plate which made sense for them by the end of the day. So they walked out with a nice profit margin, while I have a guaranteed extension for another 18 months.

Doing your homework ahead of time is really beneficial. Understanding the other side's situation can help a lot in negotiation.
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3 replies by David Cousins, Kathrine Buyoc, and Kevin Drake
May 06, 2018 8:02 PM
Kevin Drake
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Excellent example .. well done, a good deal for both
May 28, 2018 7:59 AM
David Cousins
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Your approach is a practical way to provide motivation for a contracting party, associate staff member, or even a volunteer to continue an assignment to completion.

Thanks for sharing your helpful experience!
May 28, 2018 10:48 PM
Kathrine Buyoc
...
I think a win-win situation in terms of negotiation is not at all 50% for each negotiating side. A true win-win is when both parties get 100% of what they want, and it is possible. Since I come primarily from a retail management background, a clear win-win situation that I've personally encountered involved two competing manufacturers who were fighting for a limited quantity textile resource. The total quantity was 100 units and both parties needed all 100 units for their production requirements and either one is willing to give up.

Upon further investigation, which included a thorough understanding of each party's needs (EXTREMELY IMPORTANT! it's not all about being aggressive and dominant nor being too compromising) they found out Manufacturer A needed only the outer fringe detail bordering the material and Manufacturer B only needed the inner part of the material.

They ended up getting 100% of what they wanted out of the negotiation and more importantly, forged a long-lasting business relationship with each other.
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May 06, 2018 7:46 PM
Replying to Ruba Amarin
...
Win-win doesn't have to be 50% for each negotiating side. I have recently negotiated with another company that holds a prime contract an agreement to extend the contract, where my firm serves as a subcontractor. I knew ahead of getting into the negotiation that they are not in favor of continuing since the money is too small for them. For my firm, we badly needed this contract because we want to build our qualification in a certain geographic area. I had no other alternative that would make my case strong, but I tried as hard as I can to make an appealing case for them and I took some of the administrative work from their plate which made sense for them by the end of the day. So they walked out with a nice profit margin, while I have a guaranteed extension for another 18 months.

Doing your homework ahead of time is really beneficial. Understanding the other side's situation can help a lot in negotiation.
Excellent example .. well done, a good deal for both
Network:7512



May 06, 2018 11:53 AM
Replying to Riyadh Salih
...
Kevin, can you enlighten us with few example of conflict resolution where you have achieved win win solution, what was the situation?
It is hard to decide if it is a compromise or win-win, During a take over of a company we ended up in a mess and real conflict between two VP due to the take over (merger).
The conflict was sorted out by dividing the geographical area of the territory between them.

Everyone thought it was win-win. It did not last for a long time, few years down the line the company was in dilemma of internal unhealthy competition, and one of them was sacked and the whole company was restructured.
Network:16804



May 06, 2018 7:46 PM
Replying to Ruba Amarin
...
Win-win doesn't have to be 50% for each negotiating side. I have recently negotiated with another company that holds a prime contract an agreement to extend the contract, where my firm serves as a subcontractor. I knew ahead of getting into the negotiation that they are not in favor of continuing since the money is too small for them. For my firm, we badly needed this contract because we want to build our qualification in a certain geographic area. I had no other alternative that would make my case strong, but I tried as hard as I can to make an appealing case for them and I took some of the administrative work from their plate which made sense for them by the end of the day. So they walked out with a nice profit margin, while I have a guaranteed extension for another 18 months.

Doing your homework ahead of time is really beneficial. Understanding the other side's situation can help a lot in negotiation.
Your approach is a practical way to provide motivation for a contracting party, associate staff member, or even a volunteer to continue an assignment to completion.

Thanks for sharing your helpful experience!
...
1 reply by Kevin Drake
May 28, 2018 8:47 AM
Kevin Drake
...
Thanks a lot for this great thoughts and experience sharing
Network:7512



May 28, 2018 7:59 AM
Replying to David Cousins
...
Your approach is a practical way to provide motivation for a contracting party, associate staff member, or even a volunteer to continue an assignment to completion.

Thanks for sharing your helpful experience!
Thanks a lot for this great thoughts and experience sharing
Network:1632



Recently we negotiated with our new vendor to modify the licensing model for our enterprise wide cloud based healthcare application, so that it will allow more users to log into the system at the same time. We told them that the current model is not feasible, and at the same time we don't have money to pay for more licenses. We provided examples of various licensing models from their competitors ,and finally the vendor decided to increase the user licenses free of cost. Now, the stakeholders are very happy with this new contract.
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1 reply by Kevin Drake
May 28, 2018 4:55 PM
Kevin Drake
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I wonder why existing customers do not get enough care as much as the new customer unless we negotiate
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