Invent options for mutual gain

Brainstorm multiple possible deals before deciding, expanding the pie before splitting it.

Why it works

Treating negotiation as a fixed single decision triggers premature judgment and a win-lose frame. Separating inventing from deciding — generating many options first — lets you find trades that exploit differences in priorities, so each side gives on what it values less to gain what it values more.

How to do it

1. Hold a no-commitment brainstorm: generate options without evaluating them yet.
2. Look for differences in priorities, risk tolerance, and timing to trade across.
3. Only after a wide set exists, evaluate and narrow toward the best joint deal.

Evidence

Aligns with research on integrative ("expand the pie") versus distributive bargaining, where uncovering differing priorities produces joint gains. Presented in the book as a method, supported in spirit by negotiation studies. (mechanistic)

The integrative-bargaining benefit is studied; the specific brainstorming procedure is practitioner guidance.

Common mistake

Judging each idea as it appears, which shuts down option generation and snaps the talk back to two fixed positions.