Register now or log in to join your professional community.
Thank you for the invitation to answer ...My colleague Muwaffaq
Expanding the Pie …
The process of adding elements to a negotiation which help one or both sides to gain more - a result from making negotiations more integrative. These are usually elements which are valued differently by each party and often they have the characteristic that one side will gain a little, give up nothing or suffer only a small loss in return for a great gain to the other. These elements can usually be added to almost any negotiation no matter how distributive the negotiation first appears to be.
Hi. Thanx for invitation.
The answers above are quite accurate.
There are also similar techniques like "widening the perspective". It's when your opponent is focused on a definite subject, but you give him extra info which adds value to your proposition.
The term "Expanding the Pie" relates to the discipline - Negotiations. According to ChangingMinds, it describes changing the frame of the negotiation from a zero-sum, win-lose game to a win-win scenario where both sides can benefit more by working together on mutual benefits. By using 'we' language rather than 'you' and 'I' . Frame the situation as a joint problem where you both want to succeed and that you can both get more by working together. Example: Two businesse competitors on an industry standards committee agree to settle differences and promote the standard as this will help increase the number of total customers, thereby giving each a greater market value. Example 2: A husband and wife who are negotiating about holidays and the ability to take time off work reframe the situation as 'getting away together' and end up with a decision that when one goes away on business the other will go along too.
Expanding the Pie, comes from a metaphor where people are negotiating about a single pie such that where one person gets more of the pie it is clear that the other gets less. If both parties work together to get a bigger pie,then both can have more with the same percentage division.
Thanks
I prefer to wait for more answers from colleagues
Regards
To change the frame of mind from win-lose philosophy and to reach win-win situation.
Expanding the Pie is to find negotiatiable parameters rather than the main one to share it with the other parties for example: to negotiate about buying a product, you can expand the pie by introducing transportation, serving after buying...... etc to the Price issue
Thank you for inviting me to answer your question.
I agree Mr. Maher's answer.
Expanding the Pie - abundance, rooted in a belief that there is enough for everyone.
1. It is a win lose game in negotiation where by one party gain more while the other part less.
2 But for effectiveness and efficiency both group must agreed to succeed and move forward.
The term expanding the pie or growing the pie is rooted in economics. The pie is finite and what one gets the other doesnt eg zero sum.
To my mind the technique relates to the inclusion of other interests that sweeten the negotiated outcome that maynot be part of the original pie. This may not be money but other tangible products that you are prepared to give up in order to seal the deal. A bit like the "steak knives" as an incentive to buy.
For example when I am dealing with commercial matters (money) i try to get agreement on techical and engineering issues before discussing how it is valued. The potential impact of the zero sum game will derail negotiations.
This approach may be long winded or indirect but encourages engagement. If negotiation become hostile it also provides you with options on how to distract or appease your opponent in order to mitigate the impact of the hostility during the resolution process.
