Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
Consider a Zincit negotiation in which the Hasan proposes a new alternative to the five packages: A, B, C, D, and E. If Hasan’s new option involves splitting the pie evenly, the Zincit rep should insist on sticking to the initial five options because they all lead to Zincit getting more than half of the pie.
What should matter is how much one gets, not the share of the pie. It is better to get half of a $200 pie then two-thirds of a $100 pie. Thus Zincit should be open to proposals where it gets half the pie provided the pie has expanded sufficiently so that half of the new pie is better than A through E.
