Negotiating to Expand the Pie so Everyone Gets More but Pays Less: Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

By Zane Rozzi

Expanding the pie so that all parties get more, while paying less, builds strong and trusting long-term working relationships. Everyone loves working with someone who allows them to get more by paying less. You'll secure yourself a number of happy long-term business partners.

While some negotiation tactics use strength, the most effective tactics use intelligence, strategy, and finesse. Here's why: The most crucial skill for you to have - as a negotiator - is the ability to make the other party feel they've won the negotiation and obtained a great outcome - even if, when dividing up the pie, you've secured most of the pie for yourself. You want the other party to be willing to do business with you again in the future, and also to give you great reviews, references, and referrals.

To accomplish the objectives above, you'll learn negotiation tactics that combine timeless relationship building skills, scientifically proven principles of influence and persuasion, and the best strategies from The Art of War by Sun Tzu - the classic 2,000-year-old Chinese military strategy book. You'll ensure the other party feels they've been treated fairly and obtained a great outcome, even if, when dividing up the pie, you've secured most of the pie for yourself.

The truth is, all that's necessary to get the results you want is for you to do a few basic fundamentals really well. Doing the basic fundamentals really well is always the fastest, easiest, and most effective way to get excellent results. Don't waste time on trendy advice that quickly fizzles out. Instead, learn timeless fundamentals that will always be relevant.

You'll be able to start applying what you've learned immediately after you've finished reading this book by using the example procedures, responses, strategies, behaviors, and action steps. It works; and it will work for you. Read this book, apply the information, and see for yourself.

• Language: English
• Publisher: Zane Rozzi
• Release date: Jul 5, 2022
• ISBN: 9781005474836

Book preview

Negotiating to Expand the Pie so Everyone Gets More but Pays Less

Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

Zane Rozzi

Copyright 2022 Zane Rozzi. All rights reserved. No part of this publication may be reproduced or distributed in any form or by any means without prior written permission from the copyright holder. This publication is provided with the understanding that the author and publisher are not herein engaged in rendering legal, medical, investment, accounting, or other professional advice or services. If legal, medical, investment, accounting, or other expert advice or assistance is required, the services of a competent professional person should be sought. Your level of success in realizing results, if any, is dependent upon a number of factors including your ability, skill, knowledge, effort, persistence, and a variety of other personal attributes. Because those attributes differ between individuals, neither the author nor publisher can guarantee your success or any specific result. You alone are responsible for your actions and results in life and business. Any forward-looking statements contained within this publication are simply opinion and not guarantees or promises of actual performance or results. Neither the author nor publisher make any guarantee you will achieve any specific results. Individual results are not guaranteed and will vary. The information contained within this publication is made available solely to offer general information of interest. The author and publisher assume no responsibility for errors or omissions. Any statements or recommendations made by the author are simply his opinion. Such statements and recommendations might have been applicable to the author’s specific life circumstances, but may have no relevance to your own personal life circumstances. Determining whether or not any of the author’s statements or recommendations apply to your specific life circumstances is solely your responsibility. The author is not responsible for your actions. You are solely responsible for your actions. Your actions in life and business must be based on your own due diligence, not the opinion of the author. Nothing contained within this publication shall to any extent substitute for the sound judgement of the user. Neither the author nor publisher shall be liable for any losses, liabilities, or damages, including but not limited to indirect, special, or consequential damages, resulting directly or indirectly from the use of any information contained within this publication.

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Table of Contents

A Brief Illustration of What It Means to Expand the Pie so Everyone Gets More but Pays Less

Deal Sweeteners

The Three Types of Negotiated Issues

Shift the Burden of Problem-Solving to the Other Party

The Merits of Interest Based Negotiation

When the Other Side Insists on Obtaining Their Position

Separate the Position from the Person

Detach Yourself from Specific Outcomes and Assign Fair Values

Use Objective Criteria as a Standard of Fairness

Make the Other Party Believe They’ve Earned All Concessions

Whether or Not to Share Information with the Other Party

Seal the Deal with a Monetary Commitment

The Success of the Negotiation Depends on How the Other Party Feels About the Agreement

Bring in a Third Party to Expand the Pie

What it Takes to Accomplish Your Goals and Get Everything You Deserve in Life — The End Matter

A Brief Illustration of What It Means to Expand the Pie so Everyone Gets More but Pays Less 

Before we get into the details, and list the many specific ways you could expand the pie in a negotiation, let’s quickly go through one brief example to show it really is possible for everyone to get more while paying less. I don’t want to be accused of pulling something out of thin air, alchemy, being in the snake oil business, or operating a Ponzi scheme. But, I do hear all of those lines of business are incredibly profitable — until you get caught, then have to live in a one-star federal-government-operated all-inclusive resort.

In practice, to get more while paying less, you should pair the concessions you trade with the other party. For instance, here’s one way you could trade concessions to expand the pie: Trade something that costs you very little to provide, but would be expensive for the other party to buy, in exchange for something that would be very expensive for you to buy, but costs the other party very little to offer. That allows you to synergistically create value where the whole is greater than the sum of its parts. 

For example, if you could provide the buyer with an add-on item that costs you only $100 to provide, but would cost the buyer $300 if they bought it separately, you could create $200 of extra value in the negotiation. You create $200 of extra value because it costs you only $100 to provide the item, but the buyer receives $300 worth of value from receiving it.  

Pow! $200 free! It also has a much higher success rate than scratch and win tickets, and you don’t get that crumbly mess all over your table and under your fingernail. 

By making the above trade, you’ve just completed the first half of expanding the value available in the negotiation so the whole is worth more than the sum of its parts. 

The second half is that you would, of course, ask for a similar concession from the other party in exchange. You’d ask the other party for something that would be expensive for you to obtain, but cheap for the other party to provide. Making that type of trade is one of the many keys to win-win negotiations. 

So, how do you go about finding those win-win opportunities? Throughout this book, we’ll go through many different aspects of many different types of negotiations and all of the ways you can tweak the details to create win-win opportunities that expand the pie. But, more importantly, in addition to discussing the many specific opportunities to expand the pie listed in this book, we’ll also discuss how you can find new opportunities to expand the pie on your own — instead of simply picking your favourites out of this book. This book will teach you the many ways you can do this on your own in all of your negotiations. As the saying goes, give a man a fish, and he’ll come back tomorrow with his hand out.

Or, something like that. 

One of your primary goals for the negotiation, in addition to building a productive working relationship, is to obtain as much value as possible while paying as little as possible. You want to negotiate to increase your net worth by gaining more value than you give up. Obviously, no one wants to negotiate only to end up with less value — and a lower net worth — than they had before the negotiation. Well, I guess, unless they’re getting divorced, and a person they hate bitterly is going to end up with a bunch of their stuff — and someone younger, faster, stronger, and funnier. But, even then, the about to be divorced party is still negotiating to attempt to retain as much value as possible on their side of the table by the end of the negotiation. 

Let’s get a bit deeper into it. Put on your hip waders.

The negotiation starts long before you’re sitting face to face with the other party. It starts while you’re sitting at your desk, or wherever you personally do your best planning and scheming. I prefer a patio table by the water, but maybe you’re a Starbucks person. Regardless of location, you need to begin your planning and preparation in advance of the negotiation.

While reading this book, and learning the best negotiation tactics and strategies, you’ll recognize elements of the best ideas of the greatest military strategist of all time, Sun Tzu, taken from Sun Tzu’s book ‘The Art of War’ — the classic 2,000-year-old Chinese military strategy book. You’ll recognize those strategies in a modern, present-day context applied to the modern-day battlefield: The negotiation table.

After you’re done reading this book, and all of