Invent options for mutual gain before selecting

Generate multiple creative options without commitment before evaluating any — the solution space is usually larger than the initial positions suggest.

Why it works

Positional bargaining treats options as competitive and limited. Principled negotiation creates a separate invention phase — a genuinely brainstorm-only session where neither party is held to anything generated. This removes evaluative pressure from the creative phase, enabling more options to surface. More options means more chances of finding one that genuinely works for both sides.

How to do it

1. Agree explicitly: "Let’s spend 20 minutes generating ideas without commitment — nothing we say here is an offer."
2. Generate at least 5-10 options before evaluating any.
3. Include options that favor the counterpart — this signals good faith and often prompts reciprocal creativity.
4. Evaluate only after the list is complete, using agreed criteria rather than arbitrary preference.

Evidence

Separating generation from evaluation is a well-supported principle in creativity and decision research. Its application in negotiation context is supported by research on integrative bargaining, where joint option generation produces better mutual outcomes. Pruitt & Lewis (1975) showed that bilateral negotiators who generated solutions jointly reached measurably more integrative agreements than those who bargained over fixed positions. (observational)

Effective joint brainstorming requires sufficient trust that premature concessions won’t be held against the generating party — structuring the session explicitly helps.

Sources

• Bazerman & Neale (1992), Negotiating Rationally
• Pruitt, D. G., & Lewis, S. A. (1975). Development of integrative solutions in bilateral negotiation. Journal of Personality and Social Psychology, 31(4), 621-633.

Common mistake

Evaluating options as they are generated, which kills the creative phase — the pressure of evaluation makes people censor ideas before they can be explored.