Q & A Table of Contents
To Compete Or Cooperate, That Is The Question
From: Brett, Perth, Australia
Question: How do competitiveness and cooperation combine in the negotiation process?
Response: Your question on how competitiveness and cooperation combine in negotiation can be viewed as the underlying query on which philosophy should govern negotiation.
Negotiation is not a competitive sport. When you compete with another party, your objective is to beat them, to walk away as the winner while they end up as losers. The definition of successful negotiation is that it is a process by which parties reach an agreement each will willingly fulfill. Competition does not have that as its objective.
In business one competes with one’s competitors; I sell my product and my competitors don’t make the sale. Your customers — or suppliers or colleagues — are not in competition with you. Unless you reach a deal that makes sense to the negotiating parties, the deal will fall apart and the negotiation is a failure.
Thus one must view negotiation as a collaborative or cooperative effort aimed at bringing parties to agreement. They may not agree on goals or objectives, but those goals or objectives — generally referred to as ‘interests’ -- can be complementary. You get a reasonable amount of what you’re pursuing and your negotiation partners derive similar levels of benefit.
Competition is a foundation of the market economy. Cooperation is central to the creation of a good deal.
Good luck,
Steve
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