Do Not Forget about Claiming
Sometimes, when negotiators learn about integrative agreements and expanding the pie, they walk off into the sunset and forget about the distributive (pie-slicing) element of negotiation. It is not an effective negotiation strategy to just focus on expanding the pie; the negotiator must simultaneously focus on claiming resources. After all, if a negotiator just focused on expanding the pie, he or she would be no better off because the other party would reap all the added value.
Sometimes negotiators will regard this advice as callous and state that they “trust” that the other party will want to be “fair” in the negotiations. This is a nice thought but does not square with reality. Negotiation is not a game of trust—so ...
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