What is MESO Negotiation?
A MESO negotiation takes advantage of multiple equivalent simultaneous offers to create value so all parties can get more of what they want.
MESO negotiation techniques for negotiators include creating value at the bargaining table by identifying multiple proposals of equal value and presenting them to your counterpart simultaneously. By making tradeoffs across issues, parties can obtain greater value on the issues that are most important to them.
Researchers found that negotiators who use MESO negotiation techniques achieved better outcomes than those who make a single packaged offer, without sacrificing the relationship or losing credibility.
How do MESO negotiation strategies work? Often, negotiators focus exclusively on trying to claim as much as possible for themselves. Despite their lack of cooperation, it remains in your best interest to create value, even with those you do not necessarily like or trust. Making trades across issues, such that both parties give up things they value less for things they value more, is at the heart of MESO negotiation strategies.
Making multiple offers simultaneously signals your willingness to be accommodating and flexible, and your desire to understand the other party’s preferences and needs. Unfortunately, MESO negotiation strategies are used far too infrequently.
Effective negotiation strategies in business are critical. If you don’t know how to negotiate a business deal, get the information you need to succeed today by downloading our free special report, written by some of the nation’s foremost experts in negotiation, Business Negotiation Strategies: How to Negotiate a Better Business Deal. It will teach you how to negotiate a business deal and gives you the tools you need to navigate even the stickiest business deals.
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