Expand the Pie Many negotiations begin with a shortage of resources and it is not possible

for both sides to satisfy their interests or obtain their objectives under the current conditions.
A simple solution is to add resources—expand the pie—in such a way that both sides
can achieve their objectives. For instance, Advanced Management Consulting could lease
offices both downtown and in the suburbs to serve both sets of its clients.
A projected expansion of the business could pay for both leases. In expanding the pie, one
party requires no information about the other party except her interests; it is a simple way
to solve resource shortage problems. In addition, the approach assumes that simply
enlarging the resources will solve the problem. Thus, leasing both locations would be a
very satisfactory solution if Samantha and Emma like both locations and want to expand
their business. However, expanding the pie would not be a satisfactory solution if their
disagreement is based on other grounds—if, for example, they have different visions about
the future of the firm—or if the whole firm has to gather for meetings frequently. In addition,
to the extent that the negotiation increases the costs of a person or an organization
not directly involved in the negotiation (e.g., the employees in this example), the solution
may be integrative for the negotiators but problematic for other stakeholders (Gillespie
and Bazerman, 1997).