Editing Negotiation (section)

== Negotiation pie ==
The total of advantages and disadvantages to be distributed in a negotiation is illustrated with the term negotiation pie.<ref>''Jung/Krebs'', The Essentials of Contract Negotiation, p. 125 (keyword: Negotiation Pie).</ref> The course of the negotiation can either lead to an increase, shrinking, or stagnation of these values. If the negotiating parties can expand the total pie, a win-win situation is possible, assuming that both parties profit from the expansion of the pie. In practice, however, this maximization approach is oftentimes impeded by the so-called small pie bias, i.e. the psychological underestimation of the negotiation pie's size. Likewise, the possibility to increase the pie may be underestimated due to the so-called incompatibility bias.<ref name="Krebs p. 126">''Jung/Krebs'', The Essentials of Contract Negotiation, p. 126 (keyword: Negotiation Pie).</ref> Contrary to enlarging the pie, the pie may also shrink during negotiations e.g. due to (excessive) negotiation costs.<ref name="Krebs p. 126"/>