Separate Any Gains

Which option is better:

• You find a $20 bill
• You find a $10 bill. Then another $10 bill

Both are equal economically, but the second outcome feels better (Kahneman & Tversky, 1979).

Same with negotiations. Consider this benefit:

• The project will be completed under budget by May 3

You could adjust that single benefit into:

• The project will meet all quality requirements
• The project will be completed under budget
• The project will be completed by May 3

Voila. One benefit has become three. Your deal will seem more valuable (Malhotra & Bazerman, 2008).

• Malhotra, D., & Bazerman, M. H. (2008). Psychological influence in negotiation: An introduction long overdue. Journal of Management, 34(3), 509-531.
• Kahneman, D., & Tversky, A. (1979). Prospect Theory: An Analysis of Decision under Risk. Econometrica, 47(2), 263-292.