Republic of the Philippines

Laguna State Polytechnic University

Province of Laguna
Sta. Cruz Laguna
COLLEGE OF BUSINESS MANAGEMENT AND ACCOUNTANCY

“MUTUAL GAIN”
Word Document Outline

GROUP MEMBERS
Navarro, von Aldrich B
Orosco, Sheila Mae
Quilao, Kathlyn

BS ENTREPRENEURSHIP 3A
 Republic of the Philippines
Laguna State Polytechnic University
Province of Laguna
Sta. Cruz Laguna
COLLEGE OF BUSINESS MANAGEMENT AND ACCOUNTANCY

Mutual Gain
WHAT IS MUTUAL GAIN?
Mutual gain bargaining is based on the premise that both sides in a
negotiation have something to gain from the negotiation. 
WHO ARE MUTUAL GAINS?
It is a negotiation means making offers that are good for them and great for you.
WHAT I WANT?
EXAMPLES:
 I want a fair share of all new customers 
 I want a better relationship with my manager 
 I want changes of the schedule 
WHAT DO THEY WANT?
EXAMPLES:

 What does my opponent need? 

 What does my opponent want? 

 What is most important to them? What is least important to them?

Next, identify what person that you are in conflict with wants. 
WHAT DO WE WANT?
EXAMPLES:

 After identified the wants and needs both sides, look for areas of
overlap. 

 Starting points for establishing mutual ground.

Consideration in three main areas of negotiation:

 Success from effective preparation. 

 Perfecting the 'art' of successful negotiation.

 Understanding what happens when everyone goes home.

 Republic of the Philippines
Laguna State Polytechnic University
Province of Laguna
Sta. Cruz Laguna
COLLEGE OF BUSINESS MANAGEMENT AND ACCOUNTANCY

Review of Related Literature

Proponents of mutual gains argue that, while the interests of management
and workers may diverge, there is also substantial overlap of interests for both and
opportunities to create jointly shared bene ts (Boxall, 2014; Cullinane et al., 2014).
Research has mostly focused on identifying the conditions considered
necessary for mutual gains to arise from workplace partnership and analyses of the
extent of the ‘mutuality’ of gains (Geary and Trif, 2015; Roche, 2015).
Parties to integrative negotiations with multiple issues often achieve mutual
gains by wisely balancing their preferences. Consider a couple planning an evening
out. Each member can make a minor concession in exchange for a major
concession. Shonk, K. (2021, August 26).

Future visions can help negotiators. But an investor isn't always overconfident
in a product's success. It is possible to pay upfront and then pay based on product
performance. Parties to a contingent contract can agree by trading forecasts for
mutual gain.

The possibilities for mutual gains in the employment relationship have been
subject to much debate by employment relations scholars (Ackers and Payne, 2015;
Glover et al., 2016; Kelly, 2016, 2017; Kochan and Osterman, 2019).

Mutual gain from risk preferences. Consider a riskier joint venture between
two companies. To reduce risk, the risk-averse party may offer a larger profit share.
This deal would benefit both parties and address their main concerns.

It can also help both parties. Divergent values can lead to mutual gains, says
MIT professor Lawrence Susskind. Environmentalists can save money by replacing
polluting equipment with newer, cleaner technologies. Shonk, K. (2021, August 26). 
 Republic of the Philippines
Laguna State Polytechnic University
Province of Laguna
Sta. Cruz Laguna
COLLEGE OF BUSINESS MANAGEMENT AND ACCOUNTANCY

REFERENCES
Shonk, K. (2021, August 26). Finding Mutual Gains in “Non-Negotiation”. PON -
Program on Negotiation at Harvard Law School.
https://www.pon.harvard.edu/daily/negotiation-skills-daily/what-does-mutual-gains-
mean-in-negotiation/.
https://www.researchgate.net/publication/335037445_Mutual_Gains_Success_and_
Failure_Two_Case_Studies_of_Annual_Hours_in_Ireland
https://silo.tips/download/chapter-2-review-of-literature-13
(Geary and Trif, 2015; Roche, 2015). Who Gains from Workplace Partnership?.
International Journal of Human Resource Management. 20.
10.1080/09585190802528219.
Boxall, 2014; Cullinane et al., (2014). Partnership at Work: Mutuality and the Balance
of Advantage. British Journal of Industrial Relations. 39. 207-236. 10.1111/1467-
8543.00197.