KEY FACTS – Achieving a win-win-outcome

Key Fact: Our research shows that both skilled and average negotiators spend roughly the same amount of time planning for their negotiations.

• But how they used their planning time was different. Average negotiators spent more time thinking about "what" they wanted, while their skilled counterparts spent longer considering "how" they would get what they wanted.

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

• While both skilled and average negotiators were concerned about areas of potential conflict, the more skilled also considered areas that weren’t likely to be contentious, where agreement was likely. They then considered how and when these areas of common ground should be introduced into the negotiation. Clever use of common ground can help promote a positive atmosphere and create movement to help deal with difficult issues.

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

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

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