Win-win, negotiation philosophy that still applies and does not happen by chance

In negotiations, win-win is not a naive desire: it is determination. It does not originate from coffee beans; It is built with method, information and discipline

11/11/2025 – 06:46

he “Win” or win Refers to a philosophy based on Ethics of care Where the goal is for the parties involved to obtain a mutual benefit and leave the agreement satisfied. Instead of looking for a winner and a loser, win-win promotes cooperation, respect for each other’s interests, and creating solutions that satisfy everyone, often leading to stronger, longer-lasting relationships.

As Fisher and Ury argue in Getting to Yes (1981), true bargaining power arises when we separate positions of interest and expand available value before distributing it.

Advantages of the “win-win” philosophy.

Winning is the key to turning conflicts into learning opportunities, and cooperation generates more trust, creativity, and stable solutions than competition.

• Win-win not only maximizes results but also enhances them Create peaceful scenarios Which allows us to overcome differences and strengthen social and organizational ties.
• In negotiations, win It is not a naive desire: It’s a design. It does not arise from friendliness or coffee friendliness; It is built with method, information and discipline.
• Experience between real tables and blackboards confirms that Mutual benefit does not appear by chance: You have to prepare it. Preparation means understanding each party’s interests, limits, powers, and timing, and accurately determining the best alternative in the event of disagreement.
• from Know your way out, negotiate without fear, It protects your reputation and avoids toxic compromises that are later paid for through conflicts and rework.

Attitudes versus interests: expanding the pie before dividing it

The position requires “price” or “duration”; Interest reveals deeper needs, such as predictability, reputation, cash flow, or legal certainty. When parties define interests, new maps emerge, and with them previously unseen choices, so it is advisable in this area to expand the pie before distributing it.

Price is rarely the only currency: volume, guarantees, after-sales service, exclusivity, logistics, training, data sharing, exit terms. The more variables there are, the more space is needed to legitimately create and distribute value for both.

To explore preferences without exposing them is effective Offer simultaneous packages instead of individual offers. Several propositions of equivalent subjective value allow learning without revealing the limit: what the other chooses acts as a real-time poll and prioritizes.

When the solution is based on verifiable criteria, the relationship becomes protected and the outcome is legitimized behind the scenes for each organization.

Avoid conflict

Active listening, good silence, and the habit of summarizing what was heard generate psychological security and reduce the noise that further exacerbates disagreements.

Process design is also important, and an implementation timeline prevents model conflict from ending up eating up good content.

He who trusts agrees to measure; Whoever is afraid feels protected. So, The win-win comes from PowerPoint and comes down to earth. Not everything goes.

Latest tips

• Reducing the discussion to one stifling topic Creativity and giving up due to anxiety pays a heavy price after a few months.
• Confusing kindness with weakness invites endless bargaining.
• Misalignment sabotages oneself Implementation.
• The belief that trust replaces standards leaves agreement at the mercy of the mood of the day. Confidence accelerates; Standards hold.
• The most professional recipe: prepare better, order better, pack better, check better.

The goal is not for both parties to “come out happy” on signing night. Winning is not easyBeing Smart: Designing agreements that resist reality is the most dangerous way to take care of relationships, reputation, and results.

* Francisco Javier Romero Boris He is a lawyer (CPACF T75, F237) specializing in negotiation and change.