When considering a potential mediator, ask the following questions of those who have worked with him in the past.
expanding the pie
The following items are tagged expanding the pie.
Finding More Value at the Bargaining Table
How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four value-creating moves that all negotiators should add to their toolkit.
The Paradox of Positions
It’s not difficult for negotiators haggling over seemingly finite resources to become entrenched in their positions. Sometimes the only way to get unstuck is to think appreciatively and creatively about the other side. Rather than trying to determine why a person has taken a particular position, consider what she wants, appreciate it, and try to deliver it.
When More is Less
It’s an article of faith in negotiation that expanding the pie of value enhances the parties’ welfare. When there’s only one issue on the bargaining table, the size of the pie is fixed. If one party gets more, the other party gets less. But when multiple issues exist, negotiators can expand the size of the pie by engaging in give-and-take trading that leaves everyone better off. The more issues that are to trade, it would seem, the happier negotiators should be.
Work by Charles Naquin, who teaches at the University of Notre Dame’s Mendoza College of Business, challenges this conventional wisdow. Naquin found that subjects who negotiated a four-issue simulation were significantly more satisfied with their outcomes than those who worked with eight issues. Although the latter group created demonstrably more value, they were less pleased with their results.
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