A classic example of overcoming the fixed pie bias is the negotiation between two sisters over an orange. Both sisters want the orange, but instead of splitting it in half (the fixed pie approach), they discuss their needs. One sister wants to eat the orange, while the other needs the peel for a recipe. By understanding each other's needs, they both get 100% of what they want, overcoming the fixed pie bias.

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Bargaining for Advantage: Negotiation Strategies for Reasonable People

Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social science and psychology research on negotiation. Get...

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Psychologists also point out a "fixed pie bias." Under these assumptions, we get drawn into believing every win for them is a loss for us and, therefore, fighting for every morsel. Thinking this way can blind both parties from seeing mutually beneficial options. Perhaps there is both something you're willing to give up that the other wouldn't mind conceding.

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The book "Bargaining for Advantage: Negotiation Strategies for Reasonable People" has significantly influenced corporate negotiation strategies. It has introduced the concept of "fixed pie bias", which has changed the way corporations approach negotiations. Instead of viewing negotiations as a zero-sum game where one party's gain is another's loss, corporations are now encouraged to look for mutually beneficial options. This shift in perspective has led to more collaborative and successful negotiations.

The book presents several surprising insights about negotiation. One of them is the concept of "fixed pie bias." This is the assumption that every win for the other party is a loss for us, leading to a fight for every morsel. This mindset can prevent both parties from seeing mutually beneficial options. The book suggests that there might be something you're willing to give up that the other party wouldn't mind conceding, opening up possibilities for a win-win situation.

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