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logrolling

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). See Also: Specific versus Abstract Negotiation Skills Training.

The following items are tagged logrolling

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Top 10 Notable Negotiations

Posted by & filed under Negotiation Skills.

negotiations

In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, both inside and outside of politics, caught our eye due to the broader lessons they offer business negotiators. … Read More 

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Got Issues? In Negotiation, the More, the Better

Posted by & filed under Conflict Resolution.

No one expected Brexit negotiations to be simple. The talks, aimed at setting the terms of the United Kingdom’s departure from the European Union, got under way in mid-2017, with Michel Barnier representing the European Union (E.U.) and David Davis leading the U.K. delegation. Negotiators have two years to come to agreement. After a few months, the … Read More 

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Resolving Conflicts Over Deeply Held Values

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Astronomers consider Mauna Kea, a dormant volcano that rises more than two miles above the Pacific Ocean on the island of Hawaii, to be the premier site in the world for viewing the night sky. Due to the volcano’s high altitude and tranquil, dark nights, NASA and groups of scientists from around the globe began … Read More 

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Promoting Fair Outcomes in Negotiation

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So, you believe you’ve done everything you can do create value in your negotiation. You engaged in logrolling, making trades based on your and the other party’s different preferences on particular issues. You brainstormed new issues to add to the discussion, added a contingent contract, and proposed multiple offers simultaneously to identify which your counterpart … Read More 

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Bet you didn’t know … New negotiation research

Posted by & filed under Teaching Negotiation.

Negotiating in high alert Negotiation is often characterized as a physiologically arousing event marked by pounding hearts, queasy stomachs, and flushed faces. We might assume that heightened physiological arousal would mar our negotiation performance, but this is only true for some, researchers Ashley D. Brown and Jared R. Curhan of the Massachusetts Institute of Technology found … Read More 

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Specific versus Abstract Negotiation Skills Training

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Researchers have argued that negotiators learn more from cases and real-world experiences when they can take away an abstract version of the lesson. Such abstractions come from analogies developed across two or more different negotiation contexts, say Leigh Thompson and Dedre Gentner of Northwestern University and Jeffrey Loewenstein of the University of Texas, who propose … Read More