Many negotiators miss opportunities by viewing negotiations as purely competitive, where one side’s win is the other’s loss. Others focus only on securing the best outcome for themselves, ignoring ways to create solutions that benefit everyone. To create the most value in negotiation, try these three strategies.

Build trust. Instead of guarding every detail, share your priorities and encourage transparency. For example, express what’s most important to you—without revealing your bottom line—to build rapport and find common ground. Trust opens the door to collaboration.

Ask questions. Great questions are powerful tools to help you uncover what your counterpart values. Instead of vague inquiries, ask specifics. For example, “Which issues matter most to your team?” or “How would this solution benefit your organization?” Thoughtful questions show you’re invested in finding a win-win solution.

Make multiple offers simultaneously. Present a few options that work for you but differ in their terms. This tactic reveals what the other party prioritizes and values—without direct confrontation—and helps you refine the deal creatively.
This tip is adapted from “What People Still Get Wrong About Negotiations,” by Max H. Bazerman.
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