Coaching practices for Multi Issue Negotiation
Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Multi Issue 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 completely deadlocked on the one number
- There are several things on the table here, and some matter way more to me than others
- I can’t get a read on what the other side actually cares about most
- 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 whole thing has collapsed down to one number and we’re just staring each other down over price, so whatever I gain they lose
Practices that may help
- 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 - 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 - 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 - 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 - 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 - 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 - Separate the people from the problem
Address relationship concerns and substantive issues in different registers — treating people well and the problem hard.
Principled Negotiation, Made Practical - Invent options for mutual gain
Brainstorm multiple possible deals before deciding, expanding the pie before splitting it.
Getting to Yes: Principled Negotiation - Identify compatible interests for joint gain
When both sides care about the same thing — quality, reputation, timing — agreements that serve that shared interest outperform splits.
Interests vs. Positions: The Core of Integrative Negotiation - Focus on interests, not positions
Ask why a position is taken — the underlying interest is almost always more negotiable than the stated demand.
Principled Negotiation, Made Practical
Related concerns
- Add Issues Negotiation
When you’re stuck on a single issue, adding more issues often creates room for trades that satisfy both sides.
Expand the ZOPA by adding issues to the negotiation
- Integrative Bargaining Tactics
When both sides care about the same thing — quality, reputation, timing — agreements that serve that shared interest outperform splits.
Identify compatible interests for joint gain
- Integrative Negotiation
When both sides care about the same thing — quality, reputation, timing — agreements that serve that shared interest outperform splits.
- Integrative Negotiation Options
When both sides care about the same thing — quality, reputation, timing — agreements that serve that shared interest outperform splits.
- Different Priorities Negotiation
Give on what you value less to get what you value more — and have them do the same.
Trade across differing priorities
- Integrative Vs Distributive Bargaining
Give the counterpart what they care most about; get what you care most about — logrolling is only possible when interests differ.
Trade across issues where each side has different priorities
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