Think about a pizza, a warm, nice inviting pizza freshly baked with a crust to die for. Most people love a pizza, including myself. Actually, pizza is one of the most public kind of food in the US, according to a lot of studies, think about collaboration, just like a pizza. You can 10 slices. And somehow you got to split those slices with your counterpart. But how are you going to do that?
You're very hungry, very hungry indeed. And so are you counterpart very hungry. You start arguing back and forth, perhaps by using arguments like I'm bigger than you and therefore I need eight of the 10 pieces of the pizza. Your counterpart might be arguing back saying, but I'm faster than you and therefore I need their materials or have the pieces of the pizza. The argumentation can go back and forth like that. For hours, days or even months, sometimes no value is really created.
No pizza is being divided. The party isn't fighting to gain most of the pizza. It could even turn out or turn into a competitive situation with threats and ultimatums. And on top of that, it could turn out that no one is actually getting any pizza slice whatsoever. Or perhaps one side in this negotiation is getting the whole pizza. We call this approach are pretty serious on negotiation, one win at the expense of the counterpart.
This approach is as useful as solving a puzzle by chewing bubblegum. A lot of the negotiation training you meet out there in the world is training that is focusing on making you better at chewing bubblegum, giving you tools to improve your argumentation skills and giving you tricks to outmaneuver or manipulate your counterpart. change your mind, adopt a completely new approach to negotiation instead of saying Starting to argue how to split the pizza create rules of the game, meaning how are we going to negotiate the split off this pizza? Sit down with a counterpart and do a brainstorming? Can we actually increase the size of the unbaked Pizza before splitting it? Instead of seeing the pizza is only hundred percent in size?
Why not work with your counterparts and make that pizza 120% 150%? Well, why not 200% by increasing that size of the pizza, your counterpart can get more without you're getting less and you can get more without your counterpart is getting less. How do you do that then? Well through the award winning approach calls partnership sponsorship is through negotiation what the internet was to technology and progress and serious armies to negotiation what a cat is to the mouse deadly very often. By implementing smart ownership into your negotiation and leaving Syria some out. You will be able to generate additional values between the parties.
A value I call Neko economics. macroeconomics is the symmetric difference between a constant value between the parties in a negotiation. You could find an economics in for instance delivery time terms of payment, installation, education, warranty locations, speed efficiency, staff warehousing, intellectual property rights, etc, etc. We have found more than 380 variables that in a negotiation could potentially generate an economics. Stop trying to improve the typewriter and use high speed internet stop using Cirrus some as an unconsciously style and implement the concept of ownership.