Does the fixed-pie bias cost us value?
Does the fixed-pie bias cost us value? — what studies show, and what they don't.
The research
Leigh Thompson and Reid Hastie (1990, OBHDP) show most negotiators wrongly assume opposed interests.
The limit
Simulated negotiations. (our executive and employee training programmes)
Practical check in Bern
List secondary issues and ask which matters most to the other side. To go further: explore the Advanced Negotiation training in Bern, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Bern
- advanced negotiation
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