Leadership Transitions: The Watkins Collection (4 Items)

means, invent options for mutual gain. But take care that you

don’t give away the store in the process.

Just as it is not useful to describe fixed-pie negotiations as

win-lose, neither is it helpful to describe negotiations where there

are rich opportunities to expand the pie as “win-win.” Why?

Because if by win-win you mean that the parties are better off

doing a deal than they would be by pursuing other alternatives,

this is true of all negotiations where there is a zone of agree-

ment, even the purest fixed-pie haggling scenarios. And if by win-

win you mean the parties walk away completely happy because

they got everything they wanted, this never happens, even in

negotiations where effective trading creates a much bigger “pie”

of value. Division happens; ...