21. both of us end up equally
disappointed with what we got
22. so if win-lose is unfair and
unhappy negotiation and lose-
lose is fair, but unsatisfying
negotiation, then what is win-
win?
23. win-win negotiation happens
when each of us gets 100%.
* win-win negotiation is also known as integrative (not distributive) negotiation is
defined in greater detail by Roger Fisher and William Ury in their seminal book,
Getting to Yes
34. and with both the girls
complaining loudly, she grabs a
sharp knife from the counter top
35. no, this is not a greek tragedy
and there will be no infanticide
36. instead, quietly and confidently,
she cuts the orange in half and
gives each girl half of the fruit
37. proud to have once more
demonstrated mother’s wisdom
at finding a win-win solution,
and enjoying the relative quiet
that has now descended, she
starts to leave the kitchen
38. but she stops short of the door
as something incredibly odd
happens
39. the first daughter peels the half
orange, throws the peel in the
garbage shoot and eats the fruit
40. she then goes to the refrigerator
to look for a bit more food, as
she remains a bit hungry
41. simultaneously, and to the great
surprise of the mother, the
second daughter peels the
orange and throws the fruit
down the garbage shoot!
42. the second daughter then goes
to the counter top and starts
calculating ingredients to bake
half an orange cake, since she
has only half the needed orange
peel
53. * and check out Getting to Yes
by Fisher and Ury for lots more
detailed advice
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Please note that all content &
opinions expressed in this deck are
my own and don’t necessarily
represent the position of my current,
or any previous, employers