Negotiation tactics: what’s the Real Victory

Negotiation skills are critical to a successful business. In light of recent news headlines, I wanted to share some thoughts on negotiation. It’s often seen as a technical skill, but in reality, negotiation is an emotional process. The mindset you bring to the table will shape not just the deal’s outcome but the future of the relationship.
There are a few common negotiation styles: Competitive (Win-Lose), Compromise (Split the Difference), and Collaborative (Win-Win). Recently, we’ve seen a lot of competitive tactics in the news like fear, lavish anchoring, and shifting reasoning. While these may result in a win, what’s the true cost? Let’s compare it with a collaborative approach.
Competitive: Win-Lose
In this style, you focus on maximizing your gain, regardless of the other party’s outcome. You might “win” in the short term, but often this results in strained relationships, lost trust, and missed opportunities. In the long run, today’s victory may turn into tomorrow’s regret when bridges are burned.
Collaborative: Win-Win
Now imagine a negotiation where both parties leave the table feeling heard and acknowledging they’ve achieved something valuable. The result may not be perfect for everyone, but the most important interests are met on both sides. A win-win approach builds trust, strengthens partnerships, and sets up a foundation for long-term success.
The Big Picture
Focusing on mutual benefit often leads to better outcomes, both now and in the future. Whether negotiating with clients, colleagues, vendors, budget managers, politicians or even your spouse on where to go to dinner, a win-win mindset ensures deal success and lasting relationships. Every decision we make is emotional—when one party walks away dissatisfied or unheard, the deal may not be worth the paper it’s printed on.
What strategies do you use to create mutually successful negotiations? Let’s discuss!