Coaching practices for Value Creation Negotiation
Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Value Creation Negotiation, these are the strongest matches in the current practice library.
Does this sound like the set of challenges you might be facing?
- We’ve got several things on the table and we keep splitting each one right down the middle, leaving us both half-satisfied on everything
- I’m good at the collaborative part — I help grow the deal and everyone’s warm — and then I’m so worried about seeming greedy that I walk away with the short end while they take most of what we built.
- There are several things on the table here, and some matter way more to me than others
- 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
- The deal is closed and fine, but I keep negotiating in the dark
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. - 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 - 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 - 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. - 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 - 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 - 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 - 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 - 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 - Invent options for mutual gain
Brainstorm multiple possible deals before deciding, expanding the pie before splitting it.
Getting to Yes: Principled Negotiation
Related concerns
- Creating Value In Negotiation
Expand the pie before you fight over slices — but don’t forget to take your slice.
Create value first, then claim your share
- How To Create Value In Negotiation
Expand the pie before you fight over slices — but don’t forget to take your slice.
- 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 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.
- 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.
- Win Win Thinking Expanding The Pie At Work
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.
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