How can you resolve interests that seem impossible to reconcile? How can you defuse situations that are more like trench warfare than a discussion between two parties whose best interests are to reach an agreement? The mutual gains approach is a negotiation strategy that is based on the common interests of both parties. It consists of rephrasing the objectives of two parties that initially seem incompatible, in order to define the interests shared by both parties.
The negotiation can then rise beyond conflicting positions and become a joint search for creative solutions. How can you do this? This is what you’ll learn in this course.
The three steps of the mutual gains approach
Apply the approach for successful negotiations
More fruitful negotiations, creative solutions in negotiation
This skill path was created by Michel Ghazal
- Brazilian Portuguese
- Simplified Chinese