Coaching practices for Value Creation Then Claiming

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

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

• 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.
• People don’t value the thing I’m offering until they’ve actually held it and made it theirs
• 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
• I can name the field I want to be in but I can’t actually point to the specific thing I do that someone would reliably pay for
• I say I value certain things, but when I look honestly at how I actually spent my week, my real priorities were something else entirely

Practices that may help

1. 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
2. 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.
3. Make them feel they already own it before asking them to keep it
   People value things more once they feel ownership — creating that feeling before an ask amplifies the loss frame.
   The Loss Frame: How Framing Shapes Decisions
4. 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
5. Identify what drives your economic engine specifically
   Name the specific mechanism by which your work creates value that the market will pay for — not just a field, but a mechanism.
   The Hedgehog Concept
6. Values Clarification, Made Practical
   Values clarification is the work of naming what matters most to you, sorting the genuine priorities from the inherited ones, and using them to guide real choices. The methods — card sorts, ranking, value-consistent action — draw heavily on values work in acceptance-and-commitment therapy (ACT), which has clinical support; living in line with your values correlates with wellbeing in observational research.
7. Check action against stated values — the alignment review
   Once a week, compare your stated values to your actual choices and name the gap honestly.
   The Pythagorean Evening Review
8. 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.
9. Values clarification through lived evidence
   Infer your actual values from your past behaviour, not from what you wish you valued.
   Svadhyaya: Self-Study as a Daily Practice
10. Values-Based Spending, Made Practical
    Values-based spending is the practice of deliberately allocating money toward what you have identified as genuinely important to you — and cutting spending that does not reflect those priorities. It is not minimalism or frugality; it is a decision framework that uses your stated values as the filter for every financial choice. The evidence base is primarily from financial psychology and hedonic wellbeing research, not clinical trials.

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