MENTAL MODEL · M0917

Expanding the Pie

DecidemediumGame Theory

Included

Version 1.0.0 · Updated 2026-07-30

CORE DEFINITION

Instead of viewing negotiation as a zero-sum game (where one's gain is the other's loss), create new value by identifying resources with different priorities for each side (e.g., if you care about money, I care about reputation), so that both parties gain more.

SCAFFOLDING EFFECT

psychology

Reduce cognitive load

Win-win construction. Don't fight over the same orange. Ask the other party: "Do you want the juice or the peel?" Maybe you can each get what you need without splitting it in half.

anchor

Anchor fast decisions

Negotiation is not necessarily zero-sum. When parties have different levels of importance for different issues (differentiated preferences), through 'issue packaging' and 'interest exchange', resources are redistributed so that each party gains on the dimensions they care about, increasing the total value (the pie) and creating a positive-sum outcome.

MINIMUM ACTION

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Practice this model in one real situation:

List all negotiable issues, not just price
Probe the true priorities and bottom lines of both parties on each issue
Use resources you don't care about but the other party does to exchange for what you value
Design an agreement that increases the subjective gains of both parties.

Check to track your progress (stored locally)

Learning progress0%

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Source support: Explicit

link
pon.harvard.eduhttps://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-skills-expanding-the-pie-integrative-bargaining-versus-distributive-bargaining/ZH · Explicit
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