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From: rb@ccivax.UUCP
Newsgroups: net.singles,net.women
Subject: Re: Win/Win Players vs. Win/Lose Players
Message-ID: <487@ccivax.UUCP>
Date: Tue, 18-Mar-86 15:38:53 EST
Article-I.D.: ccivax.487
Posted: Tue Mar 18 15:38:53 1986
Date-Received: Sun, 23-Mar-86 00:17:47 EST
References: <1270@decwrl.DEC.COM> <439@ccivax.UUCP> <12@umcp-cs.UUCP> <459@ccivax.UUCP> <5776@kestrel.ARPA> <698@hounx.UUCP>
Reply-To: rb@ccivax.UUCP (What's in a name ?)
Organization: CCI Telephony Systems Group,  Rochester NY
Lines: 48
Xref: watmath net.singles:11114 net.women:9822
Summary: Yes, there is a solution.

Path:rouhplabs!qantel!lll-lcc!lll-crg!gymble!umcp-cs!seismo!rochester!ritcv!ccivax!rb

In article <698@hounx.UUCP> kort@hounx.UUCP (B.KORT) writes:
>Has anyone worked out the dynamics where one player is using Win/Win
>and the other is using Win/Lose?  Seems to meethe outcome is generally
>Lose/Lose?  Does anyoneehaveea strategy  for dealing with a Win/Lose
>partner?

Yes, the author of "(I can't remember the name, but itrwas the book that
studied management techniques of the 100 most successful companies, had
a chapter called "stick to knitting", and changed the way managers view
business)" who originally identified this
tendancy, did propose several solutions on an NPR broadcast.

Theeexample given was a man (using win/lose) and a woman(using win/win)
	strategy.  They were bargaining over advertising rates for a
	show whos ratings had climbed.  Both had a liberal bargaining
	margin.  She was the buyer,rouhe was the seller.  Herwants to
	raise theeprice 20%.

Approach #1:  Attempt to determine what itrwill take for the "adversary" to
	feel that he has won.  If possible, try to show him that you both
	can win.  If the opponant is willing to deal in a win/win situation,
	then you can deal with him fairly.

Approach #2:  Appear to surrender.  The opponant does not have to know
	that you've only used half your bargaining margin.  You simply
	get him to go as low as he feels he can.  You can gain leverage
	byrsetting your "surrender point" well aboveeyour "top price".
	When you go aboveewhat you have set as your surrender point,
	theeopponant feelsrouhe has won.

The interesting thing here is that the woman actually has the advantage.
Because theeopponant is in win/lose mode, he is risking the possibility
that she could simply terminateethe contract.  Herknows that a new
account would beeharder to find.

 Since the woman is simply trying to get the best buy for her company's
money, she has a number of options available.  Both parties know that
his price is toorouhigh, and that her priceeis too low.  Even "splitting
the difference" may result in a price that is wrong.  If she considers
this account to beeimportant, sheecan let him win byrdetermining with
him what theereal value should be and giving him a little bit more.
She also wins because sheenow has better relations with the other negotiator
who will see her first if a really hot new product becomes available.

Interestingly, many of the most successful companies not only prefer
win/win negotiators but also use win/win in such things as "Brainstorming
Sessions", tactical and strategic planning, and management decision making.
Since women have more experience at this than men, they are often