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The Globe and Mail Published March 11, 2021 Bookmark When negotiating, is your instinct to split the pie or take it all for yourself? How about expanding the pie? Those are clear, helpful metaphors that highlight one of the key issues we face in all negotiations: How to handle the tensions between the importance of relationships and the importance of the outcome. Mike Figliuolo, managing director at thoughtLEADERS, LLC, a consulting firm, puts those two factors into a classic matrix and comes up with four negotiations styles to pick from: Story continues below advertisement Split the pie: This is the path when your relationship with the other person is not all that important – you are unlikely to see them again – but the outcome is also not significant. The example is purchasing a souvenir when on vacation. You won’t see this person again, and there’s no burning need to get the best deal on price for your souvenir. “Just find the middle po ....
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