Win2, Version 2.0 - Dec/Jan '02

Win², Version 2.0

What if there was a software program that could predict the actions of an opposing party and make recommendations of strategies and tactics you could use to gain an advantage? Sound too good to be true? Well, the folks at Arcadian Software don’t think so. They are marketing a product called Win² (pronounced “Win Squared”) as a kind of “crystal ball” for negotiators.

We all know of products that assess probability. Many of these help you prepare for negotiations by giving you a checklist of things to think about.

Win² goes beyond basic probability assessment by suggesting concrete strategies and tactics that are intended to alter the other party’s perception of value. Essentially, the product helps you analyze a negotiation by focusing on specific issues such as personalities, resources, attitudes, motivation and other factors. Based on that analysis, the product recommends strategies, tactics and defenses and also tries to predict the strategies, tactics and defenses of the other party.

Ultimately, the product can create a negotiation plan for you containing the selected tactics and strategies, and it will also print out customized reports.

Win² contains more than 600 strategies and tactics to be considered. Some of these relate to such things as inspections, demonstrations, endorsements, samples, testimonials, guarantees and contingencies. Once a week Arcadian Software releases a new tactic to “Tactic of the Week,” a free e-mail service that gives details about tactics and provides access to the Win² tactic archive.

When you first click on the program, you are presented with a screen that allows you to create an entire “Negotiation Plan” or simply review different “Negotiation Ideas.” You can create a new Negotiation Plan (from scratch or from one of 16 built in samples) or open a plan previously saved.

Next, you are presented with a series of screens that ask you for things including:

information about the parties to the negotiation
the items each side is seeking
the issues under negotiation
items required by each party
each party’s motivation
alternatives to each parties arguments
an assessment of each party’s resources
an analysis of each party’s approach (e.g., brash or cautious, greedy or generous)
an analysis of each party’s attitude
an assessment of each party’s aggressiveness

Once the information is inputted, the program puts together a list of various tactics to use considering the information entered. The tactics produced can be manipulated in various ways and printed out in different formats.

In addition to creating a negotiating plan, the product also allows you to simply scan negotiation ideas for specific situations and problems.

These “Negotiation Ideas” are broken up into “Tactics for Common Situations,” “Tactics for Common Problems” and “Tactics for Common Personalities.” You provide input about your situation or the personalities involved and the program spits out some tactics for you to consider.

Does Win² work? Well, it’s sometimes hard to know when a negotiation is complete and what actually brought about the settlement.

You can certainly find testimonials all over the Win² literature and Web site that extol its virtues. I would say that at a minimum Win² is a great tool to use in comparing your instincts with what experts have found often work in a negotiation. At least the product will help stimulate your thinking about the next strategy you can use on your opponent to get him or her to change his or her perception.

At a single user price of $129.95, it’s easily worth the investment.

Arcadian Software
(760) 743-1204
www.winxwin.com

Price: $129.95, single-user; additional
discounts for larger orders

Windows 95/98/Me/2000/NT 4.0

Reviewed by Arlin P. Neser, attorney at Gibson, Haglund & Paulsen in Irvine, Calif.

Dec/Jan '02 Issue

PROS
Price. Extensive number of possible tactics (more than 600) to use in a negotiation.

CONS
It’s sometimes hard to make a choice between various assessment alternatives.

VERDICT
I recommend this product whole-heartedly. The inexpensive price makes it worth the investment, if for nothing more that providing you with a checklist of negotiating tactics to consider.