Coaching practices for Logrolling Negotiation

Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Logrolling Negotiation, these are the strongest matches in the current practice library.

Does this sound like the set of challenges you might be facing?

• We’re haggling issue by issue, splitting the difference on each one, and it’s leaving us both worse off
• There are several things on the table here, and some matter way more to me than others
• We’ve got several things on the table and we keep splitting each one right down the middle, leaving us both half-satisfied on everything
• The deal is closed and fine, but I keep negotiating in the dark
• We’re both playing it so close to the chest that neither of us can find a better deal, but I’m scared that if I open up about what I actually want they’ll just use it against me

Practices that may help

1. Trade across issues where each side has different priorities
   Give the counterpart what they care most about; get what you care most about — logrolling is only possible when interests differ.
   Interests vs. Positions: The Core of Integrative Negotiation
2. Logroll by trading issues of unequal importance
   Concede on what matters less to you in exchange for gains on what matters more.
   Expanding the Pie: Negotiation Beyond Splitting the Difference
3. Trade across differing priorities
   Give on what you value less to get what you value more — and have them do the same.
   Win-Win Thinking: Expanding the Pie
4. Run a negotiation debrief to learn what value was left on the table
   After closing, compare priorities with the other side to see the trades you both missed.
   Expanding the Pie: Negotiation Beyond Splitting the Difference
5. Share information to unlock value
   Reveal interests (not your bottom line) so both sides can find the better deal.
   Win-Win Thinking: Expanding the Pie
6. Propose a post-settlement settlement to optimize an agreed deal
   After reaching a deal, offer to see if you can both do better — many agreements leave joint value on the table.
   ZOPA: The Zone of Possible Agreement
7. Use a post-settlement settlement to improve a deal after agreement
   Once you have a deal, offer to keep exploring whether a better one exists for both sides.
   Expanding the Pie: Negotiation Beyond Splitting the Difference
8. Add issues to expand the pie
   Bring more variables in — timing, scope, future work — so there’s more to trade.
   Win-Win Thinking: Expanding the Pie
9. Expand the ZOPA by adding issues to the negotiation
   When you’re stuck on a single issue, adding more issues often creates room for trades that satisfy both sides.
   ZOPA: The Zone of Possible Agreement
10. Make multiple equivalent simultaneous offers (MESOs)
    Propose several package deals of equal value to you — see which the other side prefers.
    Expanding the Pie: Negotiation Beyond Splitting the Difference

Describe your situation in your own words to search the complete practice library.