Coaching practices for Creating Value in Negotiation
Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Creating Value in Negotiation, these are the strongest matches in the current practice library.
Does this sound like the set of challenges you might be facing?
- I’m good at the collaborative part — I help grow the deal and everyone’s warm — and then I’m so worried about seeming greedy that I walk away with the short end while they take most of what we built.
- When I negotiate I jump straight to my offer and try to claim my slice, and I suspect I’m leaving value on the table
- The deal is closed and fine, but I keep negotiating in the dark
- The whole thing has collapsed down to one number and we’re just staring each other down over price, so whatever I gain they lose
- It feels like there are only two outcomes here
Practices that may help
- Create value first, then claim your share
Expand the pie before you fight over slices — but don’t forget to take your slice.
Win-Win Thinking: Expanding the Pie - Expand the pie before you divide it
In negotiations, surface what the other side actually values most before claiming your share.
Give and Take: The Giver Advantage - Expanding the Pie: Negotiation Beyond Splitting the Difference
Expanding the pie means trading across issues that the two parties value differently, so both sides gain more than any fixed compromise would allow. Malhotra and Bazerman’s research shows that most negotiators leave joint gains on the table because they treat every issue as a zero-sum battle. - Win-Win Thinking: Expanding the Pie
Win-win (integrative) thinking treats negotiation as a chance to create value before dividing it, instead of fighting over a fixed pie (distributive bargaining). By trading across differences in what each side values, both can come out better than a simple compromise — a well-supported idea in negotiation research, though it requires the right conditions to work. - Run a negotiation debrief to learn what value was left on the table
After closing, compare priorities with the other side to see the trades you both missed.
Expanding the Pie: Negotiation Beyond Splitting the Difference - Add issues to expand the pie
Bring more variables in — timing, scope, future work — so there’s more to trade.
Win-Win Thinking: Expanding the Pie - Invent options for mutual gain before selecting
Generate multiple creative options without commitment before evaluating any — the solution space is usually larger than the initial positions suggest.
Principled Negotiation, Made Practical - Invent options for mutual gain
Brainstorm multiple possible deals before deciding, expanding the pie before splitting it.
Getting to Yes: Principled Negotiation - Trade across differing priorities
Give on what you value less to get what you value more — and have them do the same.
Win-Win Thinking: Expanding the Pie - Logroll by trading issues of unequal importance
Concede on what matters less to you in exchange for gains on what matters more.
Expanding the Pie: Negotiation Beyond Splitting the Difference
Related concerns
- How To Create Value In Negotiation
Expand the pie before you fight over slices — but don’t forget to take your slice.
Create value first, then claim your share
- Value Creation Negotiation
Expanding the pie means trading across issues that the two parties value differently, so both sides gain more than any fixed compromise would allow. Malhotra and Bazerman’s research shows that most negotiators leave joint gains on the table because they treat every issue as a zero-sum battle.
- Win Win Thinking Expanding The Pie At Work
Win-win (integrative) thinking treats negotiation as a chance to create value before dividing it, instead of fighting over a fixed pie (distributive bargaining). By trading across differences in what each side values, both can come out better than a simple compromise — a well-supported idea in negotiation research, though it requires the right conditions to work.
- Expand The Pie Negotiation
Expanding the pie means trading across issues that the two parties value differently, so both sides gain more than any fixed compromise would allow. Malhotra and Bazerman’s research shows that most negotiators leave joint gains on the table because they treat every issue as a zero-sum battle.
- Expanding The Pie Negotiation Beyond Splitting The Difference After A Loss
Expanding the pie means trading across issues that the two parties value differently, so both sides gain more than any fixed compromise would allow. Malhotra and Bazerman’s research shows that most negotiators leave joint gains on the table because they treat every issue as a zero-sum battle.
- Expanding The Pie Negotiation Beyond Splitting The Difference After A Setback
Expanding the pie means trading across issues that the two parties value differently, so both sides gain more than any fixed compromise would allow. Malhotra and Bazerman’s research shows that most negotiators leave joint gains on the table because they treat every issue as a zero-sum battle.
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