A win-win negotiation is a successful compromise in which both sides improve their situati

on through mutual cooperation. The key is for one party to offer the other party something that they will perceive as valuable but which does not harm the party conceding it. ______【46】In this way, both sides will win. Unlike traditional negotiations in which the negotiators have an adversarial relationship, in a win-win negotiation, they view each other as collaborators who are working toward a mutual goal. ______【47】

One case study of a win-win negotiation is often cited as an example. Tony had an idea for a computer game but was unable to develop it because of constraints on his time and limitations in funding. In the negotiations with a large company to produce the game, Tony and the company made several offers and counteroffers(买方提出还价) in order to arrive at a mutually beneficial agreement. ______【48】He agreed to accept their offer if they would concede an additional share of the future revenues. ______【49】Because they continued to negotiate toward a win-win situation , both parties were able to decrease their risk and increase their revenues, sharing in the success of the game. ______【50】In short, both parties won.

A. Although Tony could have become angry about the original offer of $ 12, 000, he made a counteroffer.

B. Effective negotiation helps you to resolve situations where what you want conflicts with what someone else wants.

C. After the terms have been agreed upon, it is much more likely that the relationship will continue to develop with a view to cooperating with each other to insure the continuing success of both parties.

D. The company was very pleased with their return on investment, and Tony was able to launch his own game design company.

E. This, in turn, provides an incentive for the other side to make a similar offer.

F. When the company reviewed his counteroffer, they conceded that he should receive a share and offered slightly less than Tony had proposed.

(46)