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STEFAN AARNIO

48

Reason to Study Negotiation #5:

Win-Win Negotiation Is Dead

“If you don’t focus on yourself, your interests

and your situation, then no one else will!”

—Stefan Aarnio

T

here is an idealisitc concept of negotiation called “win-win” negotiation in which both sides attempt to help the other side get what he or she truly wants. In many ways “win-win” sounds like a great

concept, and if both sides can meet their needs, that is ideal. However, in the world of reality, “win-win” negotiation is dead. You have a position and something you want. In contrast, the other side has a position and something they want. You are not responsible for the other side achieving their goals, being satisfied, or meeting their needs. This may sound harsh or insensitive to you, but conversely, they are not responsible for your needs, success, or happiness either. What is most important when negotiating is to get what you want and then end the negotiation by getting out! If you can help the other side, great! If you don’t want to help the other side, then fine. What is more important than the other side is focusing on what you want and your interests. If you do not focus on yourself, your interests and your situation, then no one else will!

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