The art of shaping your counterpart's success story: A negotiation master's secret

In every negotiation, from everyday workplace discussions to high-stakes business deals, there is one universal truth: no one wants to lose face. The bigger the negotiation, the more important this becomes - especially with increased stakeholder numbers, media attention and impact on the organization.

Smart negotiators understand this psychology and focus on an often overlooked strategy: crafting their counterpart's 'winning speech'. This means deliberately creating a narrative that helps your counterpart communicate their success, both internally and externally.

Consider this approach:

- Frame the agreement in terms of mutual benefits

- Highlight specific gains for your counterpart

- Provide clear talking points they can use with their stakeholders

- Create a positive narrative they can own

For example: "This agreement allows you to achieve [specific benefit] while securing [specific benefit], positioning you for [future opportunity]."

This becomes particularly crucial in conflict resolution. Even if you are in a strong position, you can turn a potential stalemate into a successful agreement by giving your counterpart a dignified way out through well-crafted messages: "We have tackled this challenge together and even though it was tough, we managed to reach the finish line. And we did it without jeopardizing our business relationship, which makes us even stronger for future opportunities."

Remember: a truly successful negotiation is not just about getting what you want - it's about enabling both parties to walk away with a sense of achievement.

‍