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Expanding The Pie By Adding Issues At The Onset Versus At The End of Negotiations--And Can Beer Help Craft Win-Win Agreements?

“Expand the pie before dividing it” is a core tenet of Fisher and Ury’s (1981) principled negotiation. In the current study, I developed and used a paradigm that allows to investigate adding new issues to a deal in a quantifiable role-play negotiation task. I show that negotiators achieve more integrative agreements when they add new issues right from the start of the negotiation, rather than towards the end, and explore whether the experience of consuming alcoholic beverages together can contribute to integrative deal-making.

Wolfgang Steinel
Leiden University


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