Know whether you're splitting a fixed pie or growing it.
Distributive (win-lose) bargaining divides a fixed resource. Integrative (win-win) bargaining creates value so both sides gain. Most real negotiations are a mix — the skill is reading which is which.
When to use it
Early, to read the situation; and when a deal feels zero-sum, to look for integrative moves.
How to use it
1Ask: is this a fixed pie, or can we add value?
2For distributive issues, anchor with objective criteria.
3For integrative issues, trade across issues each side values differently.
4Sequence it: create value first, claim value second.
Takeaway
Expand the pie where you can, split it fairly where you can't.