How to Coach Yourself and Others Influencing, Inter Personal and Leadership Skills | Page 91

Become the change you wish to see in the world. (Mahatma Ghandi)
Developing a “Win-Win” Solution
Have you ever watched a cat negotiate with a mouse? The cat may allow the mouse
some latitude in its actions, but always within the boundaries determined by the cat.
Once in a while, the mouse will find a crack in the porch steps through which it escapes
to achieve its goals.
In negotiations, do you feel like the cat or the mouse? Is there another way to
negotiate?
There are several points to remember when striving for a “win-win” solution:
 Define the conflict as a mutual problem.
Be certain that the identification of the conflict includes:
 A clear definition or statement of the issue.
 All of the information that is needed to solve the issue.
 Internal and external factors that affect the issue.
 A blame-free environment for describing the issue.
When people involved can see the situation objectively, they can share in the
realization that everyone “owns” the problem and the solution.
 Apply active listening skills to the communication process. Ask yourself:
What elements of the issues will active listening find that are important in
reaching a “win-win” solution?
These elements should include:
 The emotions behind the issue.
 External pressure factors.
 Focus on the interests, rather than on positions. Sometimes, people enter
negotiations with position statements rather than with interest statements.