Leigh Thompson’s book is one of the most complete overviews of negotiation research available. One concept in it is especially relevant here: the fixed-pie perception. Research shows that many negotiators enter a negotiation assuming that what one side gains, the other loses. That assumption is often wrong, and it costs both sides value. Thompson shows how to recognize it and how to move from slicing the pie to expanding it.
In the NQ® model, this is the shift from the first key, unlock fixed positions, to the second, unlock hidden value. It is a good companion for anyone who wants to understand why the zero-sum game is so persistent, even among experienced negotiators.
