The Negotiator Magazine

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Expand the Pie is a book that truly will give you the knowledge and the tools to successfully practice collaborative negotiations and succeed at it. I recommend it highly.

At itís core, collaborative negotiating requires careful and thorough preparation, an orchestrated process towards clearly defined objectives during the negotiations and the patience and skill to keep the participants focused on creating value. Expand the Pie provides a tested, clear and easily understandable step-by-step guide to the process. I am convinced you can become truly a successful collaborative negotiating leader by using this complementary volume to Getting to YES.

The key to collaborative negotiating is clear in Getting to YES and reinforced by Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. John in Expand the Pie. "Prepare, then prepare some more, and finally, prepare again" (Expand the Pie, p.185). This said, what do we need to know?

The authors of Expand the Pie begin by focusing on the key elements of the negotiation and introduce a preparation model to guide us in the initial work to be done. They call their model ICON, standing for Interests, Criteria, Options, and No agreement alternatives. It is these elements that the negotiator must explore in detail to ready themselves for negotiations.

The authors clearly define and discuss the importance of each of the elements and offer solid suggestions on how to prepare fully. We follow real negotiating cases, use simple negotiating worksheets and encounter quick summations and review questions at the end of each chapter as we move along. It is a brilliantly constructed self-learning approach.

When the first section is completed, the reader will have identified the interests of all the stakeholders, prioritized them and tagged complementary and opposing interest clusters. Also, the reader will have searched for potential options, identified criteria that might be used to evaluate various options and analyzed their position and alternatives in the event that no agreement is concluded.

Having planned the basic elements of the negotiation, the reader moves to the next section on formulating a strategy for conducting the negotiation in a collaborative manner. The authors present another organizing device for this phase that they call the 4D Process: Design, Dig, Develop and Decide. At this stage, the reader is setting goals for the negotiations, devising methods to probe for interests and brainstorm for creative options and learning to develop decisions through a variety of interim steps.

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