Faulty Perceptions of Win-Win Negotiation; Telltale Signs of Win-Win Potential; A Pyramid Model of Integrative Agreements; Expanding the Pie: Strategies That Do Not Work; Stages in the Evaluation of the Integrative Negotiator

1. Win-Win Negotiation: Expanding
the pie
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2. Faulty Perceptions of Win-Win
Negotiation
• Compromise
• Evan split
• Feeling good
• Building a relationship
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3. Telltale Signs of Win-Win Potential
• Does the negotiation contain more than one
issue?
• Can other issues be brought in?
• Can side deals be made?
• Do parties have different preferences across
negotiation issues?
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4. A Pyramid Model of Integrative
Agreements
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5. Expanding the Pie: Strategies That
Do Not Work
• Commitment to reaching the win-win deal
• Compromise
• Focusing on a long-term relationship
• Adopting a “cooperative orientation”
• Taking extra time to negotiate
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6. Expanding the Pie: Strategies That
Work (I)
• Build trust and share information
• Ask diagnostic questions
• Provide information
• Unbundle the issues
• Make package deals, not single-issue offers
• Make multiple offers simultaneously
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7. Expanding the Pie: Strategies That
Work (II)
• Structure contingency contracts by capitalizing
on differences
▫ Valuation
▫ Expectation
▫ Risk attitudes
▫ Time preferences
▫ Capabilities
• Resettlement settlements (PreSS)
• Postsettlement settlements
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8. Stages in the Evaluation of the
Integrative Negotiator
▫ “Old-fashioned” negotiator
▫ “Flower child” negotiator
▫ “Enlightened” negotiator
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