Discussion

Discussion

In this unit, we learned about the mythical fixed pie in negotiations. Do you feel that most negotiations really do have a fixed pie to work with, or do you believe the pie can be enlarged so that everyone gets a bigger piece? If you think it is fixed, why is it fixed? If you think it can be enlarged, how can it be enlarged?
This is just a discussion question. Keep the response short.

Textbook:

Bazerman, M. H., & Moore, D. A. (2013). Judgment in managerial decision making (8th ed.). Hoboken, NJ: Wiley.

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Solution Preview

Although many negotiations have a fixed pie to work with, the pie can as well be enlarged for everyone to get a bigger piece. The pie can be enlarged through the integrative approach (Bazerman, M & Moore, 2013). This kind of approach involves growing instead of dividing the pie. In an integrative approach, instead of believing that a slarger slice for one party means a smaller one for the other, the strategy works to create value.

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