How to Negotiate Share-Share Outcomes - in 2021

 

COVID-19 has created a temperamental and insecure business negotiating environment in which, “Win-Win” outcomes are impractical and “Win-Loss” outcomes are unacceptable. You can’t have “Win-Win” because both parties won’t get what they want and you don’t want “Win-Loss”, because one party then takes advantage of the other. But there is s third option discussed in this book in which both parties work together for mutual success. To access that option you must think beyond yourself; think about what is good for you, but also what is good for your negotiating partners – and what is best for everyone in the environment.  But this book is not about COVID-19, it is about coming through a  crisis – any crisis! First, reflect on the nature of the crisis and carefully frame the issues that need to be addressed. Second; examine the ecosystem and empathize with how the situation affects all the stakeholders within it. Third; reach out and build a trusting relationship with your negotiating partners. Fourth; agree on the principles and strategies that will anchor “business continuity” for both parties. And fifth; negotiate and share responsibility for sustainable outcomes in the New Normal.

This book is based on the findings of a research study to establish how some business were able to remain open in spite of the harsh economic impact of the pandemic on society, trade and travel. The book offers important crisis survival and sustainability tool kits for individuals and businesses everywhere.  We are all going to need a whole new set of negotiating skills in the New Normal. The book launches in January 2021 @ Kshs1,000/=  (10USD) plus shipping rates outside Nairobi. Email the author for details.