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
- Hold a no-commitment brainstorm: generate options without evaluating them yet.
- Look for differences in priorities, risk tolerance, and timing to trade across.
- 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.
Practice this with IX Coach
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More practices for Getting to Yes: Principled Negotiation
- Focus on interests, not positions
Dig beneath what each side demands to why they want it — the interest, not the stance.
- Separate the people from the problem
Be hard on the problem, soft on the people — attack the issue, not each other.
- Insist on objective criteria
Anchor the deal to independent standards — market rates, precedent, expert opinion — not willpower.
- Know your BATNA
Your Best Alternative To a Negotiated Agreement is the source of your real leverage.
- Negotiation jujitsu
When they attack your position, don’t push back — redirect the force toward the problem.