Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.


logrolling

What is Logrolling?

Logrolling is the act of trading across issues in a negotiation, and it requires that a negotiator knows his or her own priorities, but also the priorities of the other side. 

When negotiators encounter differences with other parties, they tend to view this as a roadblock. In fact, differences more often are opportunities to create value in negotiation. By making tradeoffs on their different preferences—a process known as logrolling—negotiators gain more of what they want by giving away something they care about less.

For example, suppose you represent a community group in conflict with a business over the potential deforestation of two parcels of land that the business owns. Your group values Parcel A for its greater species diversity relative to Parcel B. Thus, you should be willing to make more concessions on Parcel B to protect a greater swath of Parcel A.

Logrolling can also help with a partial impasse. For instance, a divorcing couple may efficiently divide up most of their assets, yet fail to resolve who should get several items, which remain in storage indefinitely. When a partial impasse occurs, valuable resources can be squandered and opportunities missed.

If one estranged spouse really wants the flat-screen TV, the other might not mind trading it for a treasured dining table.

Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from Harvard Law School.

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The following items are tagged logrolling:

Why is Negotiation Important: Mediation in Transactional Negotiations

Posted by & filed under Mediation.

We generally think of mediation as a dispute-resolution device. Federal mediators intervene when collective bargaining breaks down. Diplomats are sometimes called in to mediate conflicts between nations. So-called multi-door courthouses encourage litigants to mediate before incurring the costs – and risks – of going to trial. … Read  

Value Conflict: What It Is and How to Resolve It

Posted by & filed under Conflict Resolution.

Some of our most heated negotiations and disputes involve value conflict over our core values, such as our personal moral standards, our religious and political beliefs, and our family’s welfare. Consider these value conflict examples:

Business partners clash over the ethical standards they expect each other to uphold. A negotiator refuses to do business with a potential counterpart … Read  

Value Creation in Negotiation: Capitalize on Multiple Issues

Posted by & filed under Conflict Resolution.

Between 2017 and 2019, the United Kingdom (U.K.) and the European Union (E.U.) negotiated the terms of Brexit, the U.K.’s official departure from the E.U. The talks were contentious and stalled often, ultimately being extended by six months. The trouble started even before the negotiations began, as the parties disagreed about how the process should unfold. … Read  

Strategies to Resolve Conflict over Deeply Held Values

Posted by & filed under Conflict Resolution.

Some of our most heated negotiations and disputes concern our core values, including personal moral standards, religious and political beliefs, and our family’s welfare. Business partners sometimes clash over the ethical standards they expect each other to uphold. Parents might forbid their teenager from attending a party during the pandemic. Friends may feel bitterly divided … Read  

Negotiation in the News: When “Mini-Deals” Are the Easy Way Out

Posted by & filed under Dealmaking.

Donald Trump campaigned for president in 2016 as the consummate dealmaker, vowing to renegotiate a new nuclear deal with Iran, forge new trade deals with countries ranging from China to Mexico to Japan, and reach creative agreements with the U.S. Congress. Nearly three years into his presidency, few of these promises have come to fruition. … Read  

Top 10 Notable Negotiations

Posted by & filed under Negotiation Skills.

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  

Promoting Fair Outcomes in Negotiation

Posted by & filed under Negotiation Skills.

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  

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  

Specific versus Abstract Negotiation Skills Training

Posted by & filed under Negotiation Skills.

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