Coaching practices for Expand the Pie Negotiation
Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Expand the Pie Negotiation, these are the strongest matches in the current practice library.
Does this sound like the set of challenges you might be facing?
- We’re treating this like there’s one pie to fight over and someone has to lose
- 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
- 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
- There are several things on the table here, and some matter way more to me than others
- I can’t get a read on what the other side actually cares about most
Practices that may help
- 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. - Invent options for mutual gain
Brainstorm multiple possible deals before deciding, expanding the pie before splitting it.
Getting to Yes: Principled Negotiation - 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. - 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 - 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 - 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 - Make multiple equivalent simultaneous offers (MESOs)
Propose several package deals of equal value to you — see which the other side prefers.
Expanding the Pie: Negotiation Beyond Splitting the Difference - Negotiate from abundance, not scarcity
Question the assumption that what one side gains the other must lose.
The Third Alternative, Made Practical - Reject the fixed-pie assumption
Stop assuming your gain must be their loss — most negotiations have hidden joint gains.
Win-Win Thinking: Expanding the Pie - 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
Related concerns
- How To Expand The Pie
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.
- Expanding The Pie Negotiation Beyond Splitting The Difference As A Caregiver
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 At Work
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 During Conflict
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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