Course Objective & Scope
Novice negotiators trap themselves in single-issue price haggling where every dollar gained by one side is lost by the other. Master negotiators expand the pie first (integrative bargaining) by introducing multiple variables—payment terms, scope, SLAs, volume commitments, exclusivity and risk-sharing—trading across differing priorities before claiming value through disciplined concession architecture.
Through intensive multi-issue simulations, participants master logrolling, Multiple Equivalent Simultaneous Offers (MESO), contingent contracts and concession tapering.
Who Should Attend?
- Senior sales, procurement, business development and strategic partnership managers
- Leaders negotiating complex enterprise contracts, licensing deals and SLAs
- Directors and managers structuring multi-variable resource and scope agreements internally
- Familiarity with basic negotiation concepts (BATNA/ZOPA) is recommended
Key Takeaways
- Break single-issue price deadlocks by unbundling the deal into payment terms, scope, delivery speed, risk and governance
- Create mutual value via logrolling—trading items that are low-cost to you but high-value to your counterpart
- Present Multiple Equivalent Simultaneous Offers (MESO) to surface the counterpart's true priorities without losing value
- Replace unilateral concessions with strict conditional trade-offs ('If you can commit to X, then we can move on Y')
- Control concession sizing, pacing and tapering to signal your floor credibly
Curriculum
Beyond the Fixed Pie: Distributive vs. Integrative Bargaining
- Managing the Negotiator's Dilemma: creating value together while claiming your fair share
- Unbundling price into non-price levers: timing, payment structure, scope, risk allocation and exclusivity
Logrolling & Asymmetric Value Trade-Off Matrices
- Identifying low-cost/high-value trades across organizational boundaries
- Building a weighted multi-issue scoring matrix before entering the room
MESO: Multiple Equivalent Simultaneous Offers
- Designing 3 packages of equal utility to you that emphasize different value levers for the counterpart
- Using reactions to MESO packages to map the other party's utility curve
Betting on the Future: Contingent Contracts & Risk Sharing
- Resolving disagreements over future forecasts with 'if-then' performance triggers and earn-outs
- Structuring volume tiers, SLA bonuses and shared-risk clauses
Concession Architecture, Tapering & Defending the Close
- Enforcing ironclad reciprocity: framing every movement with 'If you..., then we...'
- Concession tapering (diminishing increments) and neutralizing last-minute 'nibble' tactics
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