A third dimension of win-win negotiation is that of valuing relationships based on trust and credibility. This entails honoring commitments and having an open approach.
In the example of the software vendor above, the vendor quoting $16,000 as the absolute last price when offering $15,000 to a similar company next door,or the vendor striking an agreement for $15,000 and then charging $1,000 extra during billing for an unavoidable add-on not mentioned at the time of negotiations are both instances of unethical and untrustworthy behavior. Similarly, a project manager engaged in win-win negotiation with workers on project deliverables understands the workers personal commitments and quality of life requirements and does not try to squeeze in more work to close the project ahead of schedule.
Effective win-win negotiations are the cornerstone of successful deals and help establish long-lasting mutually beneficial relationships.