Writing the Other Party’s Negotiation Victory Speech
Article by Omid G
In negotiations, most of our energy is devoted to making ourselves look, feel, and be successful—both in reality and in the eyes of our management chain.
What we often overlook is an equally important consideration: making the other party look and feel successful in the deal.
Their situation mirrors ours. They, too, have a management chain. If they walk away from the negotiation feeling “cleaned out,” the consequences can be severe. The other negotiator might face demotion, receive a poor performance review, or lose influence internally.
Worse still, their management team may deprioritize your account, respond slowly to your requests, or charge for every minor change. They will find a way to recover their perceived losses.
The solution? Adopt a conscious strategy to ensure that the other party leaves the table looking—and feeling—successful. This benefits both sides. They will be more inclined to treat your account favorably, respond promptly, and actively contribute to your success.
A Lesson from Professional Sports
One of the clearest illustrations of this principle comes from the National Football League (NFL). Even if you are not a sports enthusiast, observing sports contract negotiations can provide invaluable lessons for becoming a world-class negotiator.
Recently, a football team announced that they had signed a player—undoubtedly talented, though not the absolute best at his position—to the richest deal in NFL history for that role: five years, USD $100 million.
While the headline figure was striking, the finer details of the contract were deliberately withheld at first. This allowed both the player and his agent to enjoy the spotlight.
The player could proudly claim to be the highest-paid athlete in the history of his position.
The agent could promote himself as the broker of such a landmark deal, attracting future clients.
The team could position itself as an organization willing to pay above market value—an attractive message to potential recruits.
The Reality Behind the Announcement
In all likelihood, this “five-year” deal is actually a three- or four-year agreement, with the final years containing inflated salaries that will never be paid. Such contracts often include a termination-for-convenience clause before the high-cost years begin.
In practical terms, the contract might be closer to three years for $52 million—fair market value for the player. All parties involved are aware of this structure and willingly agree to the optics. The additional years and inflated numbers are strategic, allowing everyone to write each other’s victory speech.
By the time the player is released or the contract is renegotiated in year three or four, the original announcement will be a distant memory. The public will remember the headline, not the fine print. Everyone wins.
Applying This in Business Negotiations
This NFL example underscores a key negotiation principle:
The way you frame and present agreements can be just as important as the agreement itself.
Through creative structuring—such as contingency agreements, tailored concession communication, or strategic milestone framing—you can ensure that both parties walk away with a win they can present internally.
Making the other party’s success part of your negotiation plan is not just generous—it’s strategic. When both sides emerge as winners, relationships strengthen, future negotiations become smoother, and overall results improve.
Now, go make your counterpart look great—and watch how it benefits you in return.
Omid G.
"The Godfather of Negotiation Planning" ~ Intel Corp