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Fig. 7.4 Negotiation Peculiarities
10. Summarize the text.

Text 7

WIN-WIN NEGOTIATIONS
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By Horacio Falcao
Professor Horacio Falcao suggests a win-win approach to
negotiation should be based on a risk/reward standpoint. The salient
question is: ‘What is the reward of moving fast in trusting (the other

party) and what is the risk?’ If the deal is small, you can afford to move
faster on trust and reap the rewards quicker if you are right. Conversely,
you may want to be more cautious when the stakes are higher, because

excess trust may just leave you with a problem. Falcao advocates
starting from a place of ‘zero trust’. “The beauty of win-win is that you
don't need trust to begin with, what is actually needed early on is
interdependence”. This can be established early in the negotiation

because as two people come together to negotiate, there's at least an

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Falcao H. Win-Win Negotiations / Horacio Falcao. – Available at :
http://www.valuenegotiation.com