Knowledge base item

Negotiating without losers

Together for a sustainable transaction

An important part of the transaction process is the negotiation phase. At Florijnz we value an outcome that benefits all parties, a so-called win-win situation. To create a win-win situation, a negotiation style is applied where the interests of both parties are taken into account to create maximum benefit on both sides. In order to achieve such an outcome, it is important to engage in conversation and understand the ultimate interest of both parties. To achieve a win-win situation, creative solutions must be devised that benefit both parties.

7 important principles

To create a win-win outcome, we apply a number of key principles throughout the process:

We clearly map out the underlying interests (rather than the apparent views) of the buyer before the process is started. In this way we can already assess in advance whether these wishes are realistic and achievable. We will give an honest assessment and inform you if your expectations need to be adjusted.

We represent the interests of our client at all times. We are attentive to your wishes and consider it important that you participate in the process in order to create the best result. Part of this is to properly understand the interests of the other party and to come to a solution that pleases both parties. This is especially important if both parties still have a business relationship (either in the share sphere or in the operational sphere) after a transaction.

We agree on a clear division of roles for the negotiation phase that is tailored to the situation and the people involved.

We communicate transparently to all parties in the process. As a result, both seller and buyer are not faced with surprises during and after the process, because there was clear communication beforehand. By being transparent from the start, we prevent price discussions later in the process.

It is important to deal with all the points of negotiation in a structured manner, one by one (returning to points on which you thought you had reached an agreement often creates irritation) and, above all, to work from large to small. The most important issues must be taken off the table first and then you can focus on the small points.

In order to avoid the so-called "salami tactics" (where the other party breaks down its demands into small requests that in themselves do not seem to be a problem, but together add up to a result that works to your disadvantage), we make sure that all subjects are put on the table first before any agreement is reached. In this way we always keep an eye on the total package.

We strive for sustainable transactions where all parties are satisfied. By sustainable, we mean transactions that are looked back on afterwards by both parties with a good feeling.

Would you like to know more about how we can guide you and add value in cashing in on your passion? Then get in touch via our contact form.