Coaching practices for Joint Gains Negotiation
Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Joint Gains Negotiation, these are the strongest matches in the current practice library.
Does this sound like the set of challenges you might be facing?
- The deal is closed and fine, but I keep negotiating in the dark
- We’ve just shaken hands on something we both accepted, but I have this nagging sense the deal isn’t as good as it could be for either of us
- 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
- We’re haggling issue by issue, splitting the difference on each one, and it’s leaving us both worse off
- We’re treating this like a fight when actually we both want the same outcome
Practices that may help
- 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 - 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 - 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 - 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 - 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 - 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 - 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 - 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 - 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 - 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
Related concerns
- Information Sharing Negotiation
Reveal interests (not your bottom line) so both sides can find the better deal.
Share information to unlock value
- Logrolling Negotiation
Give the counterpart what they care most about; get what you care most about — logrolling is only possible when interests differ.
Trade across issues where each side has different priorities
- Dear Man Negotiate
Decide in advance what you are willing to accept short of your full ask, and be ready to offer something in exchange.
Negotiate: know your minimum and be willing to give and take
- 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.
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