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Sales Skills / Negotiate Without Fear / Lesson 14
LESSON 14 · NEGOTIATE WITHOUT FEAR

The Pie Is Bigger Than You Think

Practical ways to see that the pie is bigger than you think, expanding value before dividing it.

Create before you claim. Look for extra value for both.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: The pie can grow
TIP 1

The pie can grow

Many negotiations are not a fixed amount, and creative thinking can increase the total value for both sides.

TRY THIS
Look for expansion.
Photo for the tip: Avoid the fixed-pie assumption
TIP 2

Avoid the fixed-pie assumption

Assuming a gain for one is a loss for the other limits your thinking.

TRY THIS
Question it.
Photo for the tip: Add new issues
TIP 3

Add new issues

Bringing more topics into the talk creates more room for trades.

TRY THIS
Raise related items.
Photo for the tip: Look for shared goals
TIP 4

Look for shared goals

Joint benefits, such as a long-term partnership, enlarge the pie.

TRY THIS
Highlight them.
Photo for the tip: Trade different priorities
TIP 5

Trade different priorities

When priorities differ, both can win.

TRY THIS
Compare lists.
Photo for the tip: Think long term
TIP 6

Think long term

Future business is part of the value.

TRY THIS
Mention it.
Photo for the tip: Share information carefully
TIP 7

Share information carefully

Revealing some interests helps find creative solutions.

TRY THIS
Be selective.
Photo for the tip: Seek efficiency gains
TIP 8

Seek efficiency gains

Look for ways to save time or cost together.

TRY THIS
Suggest ideas.
Photo for the tip: Not a fixed pie
TIP 9

Not a fixed pie

Many deals have extra value.

TRY THIS
Look for it.
Photo for the tip: Add issues
TIP 10

Add issues

More to trade.

TRY THIS
Brainstorm.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

EXPAND

“What else could we add that helps us both?”

LINK

“If we add training, we both benefit.”

TOGETHER

“Let us grow the pie first.”

CHECK

“What matters most to you?”

DIVIDE

“Then we can divide fairly.”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
List issues to negotiate
DAY 2
Add more issues
DAY 3
Find trade-offs between them
DAY 4
Ask about priorities
DAY 5
Propose packages
DAY 6
Divide after expanding
DAY 7
Review

Further reading

  • Never Split the Difference (Chris Voss)
  • Getting to Yes (Roger Fisher and William Ury)
  • Start With No (Jim Camp)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

← All Negotiate Without Fear lessons
Next lesson: The Power of Calm →

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “Negotiate Without Fear”

Keep going. Small steps every day make a big change.

← Previous: Use Fair, Objective StandardsNext: The Power of Calm →

  1. Know Your Goals and Your Limits
  2. Find Your Best Alternative
  3. Research Their Needs and Pressures
  4. List What You Can Give and What You Need
  5. Set Your Opening Position
  6. Plan Your First Three Sentences
  7. Decide Your Walk-Away Point
  8. What They Say vs What They Need
  9. Ask "Why Is That Important to You?"
  10. Look for Win-Win Trades
  11. Separate the Person From the Problem
  12. Create More Options Before You Decide
  13. Use Fair, Objective Standards
  14. The Pie Is Bigger Than You Think
  15. The Power of Calm
  16. Let Them Say "No" First
  17. Open-Ended "How" and "What" Questions
  18. Use "How Am I Supposed to Do That?"
  19. Mirror and Pause
  20. The Late-Night FM DJ Voice
  21. Let Them Talk Themselves Into It
  22. Never Give a Discount for Free
  23. Trade, Do Not Just Give
  24. Hold Your Price With Confidence
  25. Respond to "That Is Our Budget"
  26. Use Odd and Precise Numbers
  27. Bundle Instead of Cutting Price
  28. When to Walk Away
  29. Handle a Pushy Negotiator
  30. Respond to a Deadline Threat
  31. When They Say "Take It or Leave It"
  32. Deal With Silence and Stalling
  33. Stay Polite When You Are Angry
  34. Negotiate With Someone More Senior
  35. Summarise Every Agreement Out Loud
  36. Put It in Writing the Same Day
  37. Leave Both Sides Feeling Good
  38. Do Not Celebrate Too Soon
  39. Protect the Relationship After the Deal
  40. Learn From Every Negotiation
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