Negotiations over a shrinking pie are especially difficult because they require an allocation of losses. People tend to be much more easygoing when they bargain over an expanding pie.
Sentiment: NEGATIVE
Game theorists analyze negotiations as if they were split-a-pie games involving selfish players.
Most negotiators are trying to get their way.
When entrepreneurs are free to compete, they grow the pie so that everyone's share gets larger.
Unfortunately, in collective bargaining one party or the other too often tries to gain an advantage - a bargain, like buying something in a store for less than it is worth.
Instead, I have an abundance mentality: When people are genuinely happy at the successes of others, the pie gets larger.
Yes, negotiating is about money and the bottom line, but a lot of times, it's much more emotional and complex than that. Realizing that the economic outcome may not be the other party's top priority gives you more chips to play with and will enable you to achieve better results than you may have anticipated.
Promises and pie-crust are made to be broken.
Sometimes compromise is painful.
So the pie isn't perfect? Cut it into wedges. Stay in control, and never panic.
The whole concept of negotiating is intimidating to many people.
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