Expanding the Pie

Expanding the pie means finding value that did not exist in the original framing. A salary negotiation includes title, flexibility, development, vacation, and scope too. When you expand what is on the table, trade-offs start leaving everyone better off.

List every variable that matters to each side. Look for asymmetries — things one side values highly that cost the other little. An employer might grant remote Fridays the employee values enormously. Asymmetric trades are where win-win lives.