Stop being just a pie maker: expand the pie but take what’s yours

In negotiation, walking away with the biggest slice of a tiny pie may feel like a win—until you realize you’re celebrating crumbs. 

True negotiation mastery means both expanding the pie and ensuring you walk away with a significant slice of that larger pie.

Roger Fisher’s famous approach in “Getting to Yes”  emphasizes creating value, and for good reason. 

• Expanding the pie is often a smart way to maximize outcomes for everyone involved.

• But here’s the uncomfortable truth: creating value is the first step. 

• You can't be so focused on expanding the pie that you let your counterpart eat most of it while you sit there wondering what went wrong.

The Pitfall of Being “Too Nice”

Critics of Fisher argue that while his approach is great for value creation, it leaves negotiators underprepared for the tougher side of claiming value.

• And they’re not wrong. 

• Being “too nice” or collaborative can backfire, especially if you don’t have a strategy for walking away with your fair share.

So, how do you expand the pie without giving it all away?

• Let’s break it down with 9 tactical strategies that blend value creation and value claiming.

• Because if you’re always the one growing the pie and never the one enjoying it, you’re not negotiating—you’re just doing someone else’s work.

1. Don’t Just Expand—Claim or Be Claimed

Creating value is great, but if you fail to shift gears into value claiming, you’ll walk away with less than you deserve.

Tactic: Once you’ve expanded the pie, pause.

• Before celebrating a collaborative victory, ask yourself, What am I claiming here? 

• Draft a clear strategy for dividing the newly created value. Don't assume your counterpart will just “play nice.”

 

2. Strategic Transparency: Don’t Spill the Whole Pot

Being open about interests and priorities is great for value creation, but too much transparency can leave you vulnerable.

Tactic: Negotiate a reciprocal exchange of information. 

• Share strategically and never disclose your reservation point, urgency, or BATNA (Best Alternative to a Negotiated Agreement) weaknesses. 

• Every time you give up information, ask for some in return.

 

3. Trust But Verify: Cooperation Can Be a Trap

Not all negotiators are as collaborative as you. Some may appear to cooperate, only to strike when it’s time to divide the pie.

Tactic: Be ready for competitive moves, even in a friendly negotiation.

• Keep a strong BATNA in your back pocket and use it as leverage if things take a more adversarial turn.

 

4. Anchor Early, Claim First: Control the Slice Before It’s Set

In any negotiation, there’s always a moment where the pie must be divided. If you let the other party set the first anchor, you may spend the rest of the negotiation fighting from a weak position.

Tactic: Be the first to propose how the pie should be sliced. 

• Set a strong anchor early in the conversation.

• This helps frame the value-claiming process in your favor and positions you to lead the discussion about who gets what.

 

5. Give and Get: Always Trade, Never Concede

Every time you make a concession, you should ask for one in return, even if what you’re giving up seems minor to you.

Tactic: Before the negotiation, outline your concession strategy. 

• Never concede without gaining something in return.

• Even small concessions can be leveraged to maintain balance and strengthen your position.

 

6. Raise the Bar: Low Aspirations, Low Rewards

If you set the bar too low by focusing only on collaboration, you’re leaving value on the table.

Tactic: Set high but realistic goals for the value you intend to claim. 

• Use your knowledge of the other party’s needs and weaknesses to push for more without overextending.

 

7. Keep Your Exit Strong: Your BATNA Should Always Be Evolving

Without a strong BATNA, you may settle for less than you deserve. But your BATNA isn’t static—improving it gives you more power.

Tactic: Constantly work on improving your BATNA. 

• The stronger your BATNA, the more leverage you’ll have to walk away if the deal doesn’t meet your standards.

 

8. Exploit Weakness: Know Their BATNA and Undermine It

Understanding your counterpart’s BATNA is just as crucial as knowing your own.  A weak BATNA on their side is an opportunity for you.

Tactic: Research the other party’s alternatives thoroughly. 

• Highlight risks or costs they haven’t considered to make their BATNA less attractive, and aim to understand their reservation point so you can adjust your strategy for a better outcome.

 

9. Listen to Win: Stop Talking, Start Asking

In your eagerness to propose solutions, you might miss valuable insights by talking too much and listening too little.

Tactic: Listen actively. 

• Ask open-ended questions that uncover hidden interests and priorities. 

• The more you understand the other side’s needs, the better you can craft solutions that let you claim more while still seeming collaborative.

 

Striking the Balance

It’s not about choosing between expanding the pie and claiming a large slice—it’s about mastering both. If you neglect value creation, you’ll fight over scraps. But if you ignore value claiming, you’ll end up doing all the hard work only to let someone else enjoy the rewards.

Remember: You’re not just here to bake a bigger pie. You’re here to eat well.

Keep these strategies in mind, and you’ll walk away from your next negotiation with more than just crumbs.

Expand the pie, yes—but make sure you’re leaving with your fair share.

 

Until next time, keep sharpening those skills and claiming your slice 😊