From the course: Complex Negotiation Tips
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Making multiple opening offers
From the course: Complex Negotiation Tips
Making multiple opening offers
- We talk a lot about sources of power and negotiation, your alternatives, resources, and strategy, all help you get a better deal. But what if I told you it's possible to get power from two things at the same time. To leverage both planning and information gathering, you can use MESOs, multiple, equivalent, simultaneous, offers. You make two or more offers each have equal value to you, but with different parts of the bargaining mix highlighted. Your partner's reaction can show you what's most valuable to them. The MESO strategy is useful when you have lots of items in the bargaining mix that have value, but no clear preferences or priorities. You're just looking for the best possible deal. If you have a partner reluctant to negotiate, this can help open the conversation. So how do you offer MESOs? Let's say you're negotiating with a candidate for a top management job with your company. You don't know if they're more…
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