Win Win Model
The course is based on the theories by Fisher and Ury whose win/win model describes three possible negotiation strategies and their relative results:
Win-lose or distributive negotiation. This is the classic negotiating game in which the winner’s gain is based on another’s loss. Reciprocal trust is limited and information flow is very selective.
Win-win or integrative negotiation (from which the model derives its name). This negotiating game is based on agreement and consensus, in which both players win. The final decision may not always be “the ideal” one but it is accepted by all as everyone gains something and the main interests are respected. Trust and objectives are shared.
Lose-lose negotiation. The negotiation results in a loss for all players when extreme positions are adopted and there is no room for any alternative.
A number of studies show that the win-win strategy is more effective both in terms of final outcomes and in relational terms given the heterogeneous and inter-functional nature of the project and programme environment.
PRINCE2® is a Registered Trade Mark of the Office of Government Commerce in the United Kingdom and other countries
MSP® is a Registered Trade Mark of the Office of Government Commerce in the United Kingdom and other countries
M_o_R® is a Registered Trade Mark of the Office of Government Commerce in the United Kingdom and other countries
P3O® is a Registered Trade Mark of the Office of Government Commerce
The Swirl logo™ is a Trade Mark of the Office of Government Commerce
PMI® is a registered mark of Project Management Institute, Inc.