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<p>Do you always need to give extra discount in order to win a big deal or customer? Should it always be a win-win situation?</p>
Negotiation is a2-way process. Of course you need to participate in both the giving and the taking process.
Negotiation is a value based proposition arrived on offering tangible and intangible benefits. While, compromising is more of a perception, which differs from individual to individual.
For an example: If a company can deliver product bought by you in next3 days under any circumstances. But, the sales representative informs you that it usually takes a week’s time, but he shall try to deliver it within4 days. According to you, you negotiated and sales rep has compromised, but for the sales person, it is usual delivery and easily done. A win-win situation.
Negotiation is a process of communication meant at reaching on a agreed point by all parties involved.
It is not necessarily meant to be a win-win situation but a point where parties involved get to a certain agreement and go on with the said transaction.
During negotiation, documentation is very necessary to serve as reference and the involved parties are strongly encouraged to abide by the outcomes of negotiation at the end of everything.
A win-win situation is most times expected by all parties but a reward for further transaction and future need to be considered so as to build a good and long lasting relationship among themselves for the future. It is sometimes not all about a win-win outcome, it could be a case of building relationship, trust and network.
Negotiation is trying to get best for you(as per your understanding) but creating a win win always gives you long term benefits. In negotiation, it does not matter if you have to give extra discount, its ok if you are making good relationship for future.
" Negotiation is a dialogue between two or more people or parties intended to reach an understanding, resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. "
Now does that means compromising i think NOT, its up to you to & your interpersonal skills to mend & mold it according to your own interests or you can loose it all the way.
But be prepared with the answers to the possible queries & questions and also be positive, it will yield the results as you desire
