Coaching practices for Package Deal Negotiation
Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Package Deal Negotiation, these are the strongest matches in the current practice library.
Does this sound like the set of challenges you might be facing?
- I can’t get a read on what the other side actually cares about most
- We’ve just shaken hands on something we both accepted, but I have this nagging sense the deal isn’t as good as it could be for either of us
- We finally reached a deal, but I have this nagging sense we both grabbed the first version that worked just to be done
- The deal is closed and fine, but I keep negotiating in the dark
- There are several things on the table here, and some matter way more to me than others
Practices that may help
- 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 - 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 - 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 - 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 - 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 - 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 - 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 - Bridge disagreements with contingent terms
When you disagree about the future, bet on it — tie terms to what actually happens.
Win-Win Thinking: Expanding the Pie - 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 - 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
Related concerns
- Logrolling Negotiation
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
- How To Optimize A Deal
After reaching a deal, offer to see if you can both do better — many agreements leave joint value on the table.
Propose a post-settlement settlement to optimize an agreed deal
- Meso Negotiation
Concede on what matters less to you in exchange for gains on what matters more.
Logroll by trading issues of unequal importance
- Deal Structure Disagreement
After closing, compare priorities with the other side to see the trades you both missed.
Run a negotiation debrief to learn what value was left on the table
- Dear Man Negotiate
Decide in advance what you are willing to accept short of your full ask, and be ready to offer something in exchange.
Negotiate: know your minimum and be willing to give and take
- How To Expand Deal Space
Expanding the pie means trading across issues that the two parties value differently, so both sides gain more than any fixed compromise would allow. Malhotra and Bazerman’s research shows that most negotiators leave joint gains on the table because they treat every issue as a zero-sum battle.
Describe your situation in your own words to search the complete practice library.