About Mutual Gain in Negotiation

They argue that if you identify the interests of all parties in a negotiation and seek to satisfy those interests as much as possible without getting bogged down on positions it will lead to better outcomes. They recommend considering each party’s objectives separately until they cannot be satisfied any further, then consider how these can be traded off against one another. Their approach encourages both “win-win” or mutual benefit negotiations and compromise agreements where appropriate; their core principle is that people do not have just one fixed position but usually share multiple goals which may need accommodating with creative solutions.