Invent options for mutual gain
Brainstorm multiple possible deals before deciding, expanding the pie before splitting it.
Key takeaways
- What it is: Brainstorm multiple possible deals before deciding, expanding the pie before splitting it.
- Why it works: Treating negotiation as a fixed single decision triggers premature judgment and a win-lose frame. Separating inventing from deciding — generating many options first — lets you find trades that exploit differences in priorities, so each side gives on what it values less to gain what it values more.
- Evidence: Plausible mechanism, limited direct outcome data.
- Avoid: Judging each idea as it appears, which shuts down option generation and snaps the talk back to two fixed positions.
Why it works
Treating negotiation as a fixed single decision triggers premature judgment and a win-lose frame. Separating inventing from deciding — generating many options first — lets you find trades that exploit differences in priorities, so each side gives on what it values less to gain what it values more.
How to do it
- 1Hold a no-commitment brainstorm: generate options without evaluating them yet.
- 2Look for differences in priorities, risk tolerance, and timing to trade across.
- 3Only after a wide set exists, evaluate and narrow toward the best joint deal.
What the evidence says
MechanisticAligns with research on integrative ("expand the pie") versus distributive bargaining, where uncovering differing priorities produces joint gains. Presented in the book as a method, supported in spirit by negotiation studies.
Honest caveat: The integrative-bargaining benefit is studied; the specific brainstorming procedure is practitioner guidance.
Common mistake
Judging each idea as it appears, which shuts down option generation and snaps the talk back to two fixed positions.
IX Coach helps you generate and compare multiple deal structures before you commit, so you don’t settle on the first obvious split.
Practice this with IX Coach →