Coaching practices for Pareto Efficient Negotiation

Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Pareto Efficient Negotiation, these are the strongest matches in the current practice library.

Does this sound like the set of challenges you might be facing?

• There are several things on the table here, and some matter way more to me than others
• 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
• It’s turned into a pure contest of who’ll budge first, and I hate that whoever caves just loses face
• We’re treating this like there’s one pie to fight over and someone has to lose

Practices that may help

1. 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
2. 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
3. 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
4. Insist on objective criteria to evaluate options
   Agree on an independent standard — market rate, precedent, expert opinion — before applying it to the specific deal.
   Principled Negotiation, Made Practical
5. Invent options for mutual gain
   Brainstorm multiple possible deals before deciding, expanding the pie before splitting it.
   Getting to Yes: Principled Negotiation
6. 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
7. 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
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. Expand the ZOPA by adding issues to the negotiation
   When you’re stuck on a single issue, adding more issues often creates room for trades that satisfy both sides.
   ZOPA: The Zone of Possible Agreement
10. 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

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