Strategies and tactics for win-win-outcomes

Key Fact: A surprising outcome of our research is that both skilled and average negotiators spend around the same amount of time planning for their negotiations.

• Further research revealed that it was how they used that planning time that was different. Average negotiators spent more time considering "what" they wanted, while their skilled counterparts spent more of their time considering "how" they would get what they wanted.

Key Fact: Skilled negotiators spent more time considering common ground (areas of anticipated agreement) and how to use it in the negotiation.

• While both skilled and average negotiators are concerned about the areas of potential conflict. The skilled people gave consideration to areas that were not likely to be contentious and where agreement was likely. They then considered how and when these areas of common ground should be introduced into the negotiation. Skilled use of common ground can help to promote a positive climate and create movement to help deal with difficult issues.

Key Fact: Too many negotiators assume that logic is persuasive, basing their strategy on data they have collected to support their arguments.

• Skilled negotiators recognise that what might be logical to one party may not be to another. They invest time in developing a trading strategy, thinking creatively about options that might create agreement and planning questions to explore the other party's position.