Let`s go back to my example. After I learned that the other party really wanted the name of my organization as opposed to any Enchilada, it helped reshape the way we could get a deal. If I lost the name of the organization, and he agreed not to get the rest of the organization`s assets, we could come up with a loss-loss agreement together – and that`s exactly what we did. Couples who worked in an egalitarian culture received fewer common benefits at the bargaining table than couples who worked in a hierarchical culture. However, the hierarchies have come to less equivalent negotiated agreements. Negotiators of egalitarian culture attached much more importance to their relations with their adversaries than the negotiators of the hierarchical culture. The third secret to a successful negotiation is to find the best worst spell loss scenario. By that I mean that it can be very difficult to find solutions in which both sides “win” in the negotiations. However, if you approach agreement with one eye on finding a solution in which each party only “loses” a little, you can often find a healthy compromise that really ends in a fair agreement. After all, wouldn`t both sides be happy to get 90% of what they wanted, compared to 0% if they couldn`t make the deal at all? A non-winning situation, also known as a “ticket situation,” is a situation in which a person has a choice but does not result in a net profit. For example, when an executioner offers the condemned the choice of death by being hanged, shot or poisoned, all decisions result in death; convicts find themselves in a winless situation. This dark situation leaves no room for the voter: whatever choice is made, the person who makes them will lose their lives.
Less dramatic situations can also be considered non-winning situations – if you have a choice to have lunch between a ham sandwich and a roast beef sandwich, but you are vegetarian or have a wheat allergy, this could also be considered a winless situation. Curhan, Neale and Ross say many negotiators say the couple`s gift exchange resulted in “tickets.” In fact, Jim and Della`s material losses, as O. Henry describes it, are overshadowed by their deepest appreciation of their love. The most important thing they need to remember is that each negotiation can be redesigned (in a new context) and expectations are reduced. In the prisoner`s dilemma, for example, if both prisoners are able to perceive the reduced sentence as a gain and not as a loss, the result is a win-win situation. With moderate expectations, negotiators may therefore be able to develop win-win solutions from a potentially loss-making situation. This assumes, however, that the parties sacrifice their initial claims for minor victims. Win-Win, Win-Loss and Lose-Lose are concepts of game theory that refer to the possible outcomes of a game or dispute involving two games, and more importantly, how each game perceives its outcome in relation to its reputation before the game.