logrolling

By on / Glossary

The act of trading across issues in a negotiation. Logrolling requires that a negotiator knows his or her own priorities, but also the priorities of the other side. If one side values something more than the other, they should be given it in exchange for reciprocity on issues that are a higher priority to their opponent. (Deepak Malhotra and Max Bazerman, Negotiation Genius [Bantam, 2007], 61)

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