1. Source: Win-win negotiations, Ed Brodow, U.S.A.
Rob Bakx
Twinning Advisor
Source: Win-win negotiations, Ed Brodow, U.S.A.

2. Three rules for win-win negotiations
Change your behavior from adversarial to co-operative
Develop trust by listening to the other negotiator
Explore options for mutual satisfaction
Source: Win-win negotiations, Ed Brodow, U.S.A.

3. Change your behavior from adversarial to co-operative
Don’t adopt the other negotiator’s hostility
Be a partner instead of a competitor
Try to understand the other negotiator’s point of view
Create an atmosphere of co-operation (show respect)
Source: Win-win negotiations, Ed Brodow, U.S.A.

4. Develop trust by listening to the other negotiator
70 – 30 rule (70% listening, 30% talking)
Ask questions to clarify and gain additional
information
Don’t interrupt
Don’t contradict the other person (acknowledge
his position)
Woo the other negotiator, show that you care
Source: Win-win negotiations, Ed Brodow, U.S.A.

5. Source: Win-win negotiations, Ed Brodow, U.S.A.
Explore options for mutual satisfaction
Focus on solving problems
Brainstorm possible outcomes (work together)
Do research (how other solved the problem)
Break the agreement into parts
Find agreement wherever possible
Source: Win-win negotiations, Ed Brodow, U.S.A.

6. Source: Win-win negotiations, Ed Brodow, U.S.A.
Difference between ‘position’ (what you say you want)
and ‘need’ (what you need to get)
Succesful negotiators address people’s needs
Satisfaction is the key factor for succesful
negotiation
Gaining satisfaction by:
going beyond the other negotiator’s position
discovering his real needs
finding a way to satisfy these needs
Source: Win-win negotiations, Ed Brodow, U.S.A.