Best Practices to Create and to Claim Value

? Don't Settle for a Larger Slice of a Small Pie

Many negotiators obsess over getting the biggest slice of the existing pie, ending up with a larger portion of something small.

• This shortsighted approach limits potential gains and leaves significant money on the table.

? Don't Make the Pie Bigger Just to Hand It Over

Some negotiators focus solely on expanding the pie, only to watch the other party walk away with the extra value.

• Don't fall into this trap.
• While creating more value is crucial, you must also secure your fair share, or you'll end up as the fool who did all the work for nothing.

? Master Both: Expand and Claim

The real power move is to dominate both aspects.

• Expand the pie to increase total value, and then ruthlessly ensure you claim the largest possible slice of that enhanced pie.
• This dual approach sets you apart as a formidable negotiator, maximizing your gains and securing the best outcomes.

Best Practices for Creating Value in Negotiation

1) Build Trust: Trust is the bedrock of any successful negotiation.

• It fosters open and honest communication, reduces misunderstandings, and promotes cooperation.
• Trust can be built through transparency, integrity, and respect for the other party's interests and concerns.

2) Exchange Information About Interests, Priorities, and Preferences: Understanding both your own and your counterpart's interests, priorities, and preferences is crucial.

• Sharing this information helps identify areas of mutual gain and potential trade-offs, creating opportunities for added value.

3) Clarify and Validate Information: While sharing information is important, it's equally crucial to clarify and validate the information received.

• This ensures a shared understanding, uncovers hidden assumptions, and resolves misunderstandings that might hinder the negotiation process.

4) Add Issues to the Negotiation: Adding more relevant issues to the negotiation can create opportunities for trade-offs and compromises.

• Although it might seem counterintuitive, having more topics on the table often makes it easier to find solutions that satisfy everyone's interests.

5) Negotiate in Packages: Rather than negotiating each issue separately, consider negotiating in packages.

• This allows for greater flexibility and creativity, enabling trade-offs across issues.
• It also prevents deadlock on single issues, ensuring a more satisfactory outcome for all parties.

6) Use MESOs (Multiple Equivalent Simultaneous Offers): MESOs involve presenting multiple offers simultaneously, each equally acceptable to you.

• This strategy gathers information about the other party's preferences, encourages focus on interests rather than positions, and increases the likelihood of a mutually acceptable solution.

By combining these practices, you can create a collaborative negotiation environment focused on finding win-win solutions that add value for all parties involved.

Best Practices for Claiming Value in Negotiation

1) Set an Ambitious and Realistic Target: Define a clear and ambitious target for your negotiation.

• Your target should be high enough to push you but realistic enough to be acceptable to the other party.
• This target will guide your strategy and keep you focused on your desired outcome.

2) Anchor the Negotiation: Anchoring involves setting a reference point around which the negotiation revolves.

• By making the first offer close to your target, you can influence the other party's expectations and perceptions, helping you claim more value.

3) Re-anchor When Necessary: If the other party makes the first offer far from your target, re-anchor the negotiation.

• Present counterarguments or new information to shift the focus towards your target.

4) Ensure Reciprocity in Concessions: Every time you make a concession, demand one in return.

• This ensures that both parties are invested in reaching a mutually beneficial agreement and prevents you from giving away value without receiving something in return.

5) Use Objective Criteria: Support your proposals with objective criteria such as market prices, expert opinions, or precedents.

• This enhances your credibility and persuades the other party to accept your viewpoint, helping you claim more value.

6) Protect Sensitive Information: Guard your BATNA, reservation price, and urgency like state secrets.

• Revealing this information can weaken your position, as the other party might use it to their advantage.

7) Use MESOs to Anchor or Re-anchor Aggressively: Using MESOs, present multiple offers close to your target.

• This anchors or re-anchors the negotiation in your favor and guides the other party toward outcomes that benefit you.

The bottom line: Applying these practices helps you maximize the value you claim in a negotiation while maintaining a collaborative and respectful environment.