Coaching practices for Fixed Pie Bias Negotiation
Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Fixed Pie Bias 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 walking into this thing braced for a fight, certain that whatever they get is coming straight out of my pocket
- I’m walking into this dead certain it’s one fixed pie
- We’re treating this like there’s one pie to fight over and someone has to lose
- I’m walking into this assuming it’s a fixed pie where their win is my loss, and I’ve only ever thought through my own side
- There are several things on the table here, and some matter way more to me than others
Practices that may help
- 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 - Negotiate from abundance, not scarcity
Question the assumption that what one side gains the other must lose.
The Third Alternative, Made Practical - 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 - Map interests for both sides before generating solutions
Write down both parties’ known and inferred interests before proposing anything — the map reveals trades that no single position could.
Interests vs. Positions: The Core of Integrative Negotiation - 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 - 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 - Write contingent contracts when forecasts disagree
If you and the other side have different predictions, let the outcome decide who was right.
Expanding the Pie: Negotiation Beyond Splitting the Difference - Use a post-settlement settlement to improve a deal after agreement
Once you have a deal, offer to keep exploring whether a better one exists for both sides.
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
Related concerns
- 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 In A New Job
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 When Overwhelmed
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.
- 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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