Coaching practices for Information Sharing Negotiation

Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Information Sharing 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 both playing it so close to the chest that neither of us can find a better deal, but I’m scared that if I open up about what I actually want they’ll just use it against me
• I’m holding my real reasons close because saying what I actually need out loud feels like handing over leverage
• The deal is closed and fine, but I keep negotiating in the dark
• 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

1. Share information to unlock value
   Reveal interests (not your bottom line) so both sides can find the better deal.
   Win-Win Thinking: Expanding the Pie
2. Disclose your own interests explicitly — not just your positions
   Stating what you actually need — not just what you’re asking for — opens the door to creative solutions you couldn’t have imagined asking for.
   Interests vs. Positions: The Core of Integrative Negotiation
3. 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
4. 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
5. 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
6. 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
7. Propose a post-settlement settlement to optimize an agreed deal
   After reaching a deal, offer to see if you can both do better — many agreements leave joint value on the table.
   ZOPA: The Zone of Possible Agreement
8. 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.
9. Trade across issues where each side has different priorities
   Give the counterpart what they care most about; get what you care most about — logrolling is only possible when interests differ.
   Interests vs. Positions: The Core of Integrative Negotiation
10. Identify compatible interests for joint gain
    When both sides care about the same thing — quality, reputation, timing — agreements that serve that shared interest outperform splits.
    Interests vs. Positions: The Core of Integrative Negotiation

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