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 Top 10 Notable Negotiations 
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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.
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The following items are tagged logrolling:
Strategies to Resolve Conflict over Deeply Held Values
In negotiation, when deeply held beliefs and principles are at stake, typical strategies to resolve conflict may fail, whether in family conflict scenarios or in business. These three tailored strategies to resolve conflict over core values can help.
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Value Creation in Negotiation
Many people say they dread negotiating and avoid it whenever they can. Why? Typically, because they view negotiation as a competition in which one party’s gains come at the expense of the other party.
… Read Value Creation in Negotiation
Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
Logrolling is 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 … Read More
Value Conflict: What It Is and How to Resolve It
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.
… Read Value Conflict: What It Is and How to Resolve It
Why is Negotiation Important: Mediation in Transactional Negotiations
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 More
Value Creation in Negotiation: Capitalize on Multiple Issues
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.
… Read More
Negotiation in the News: When “Mini-Deals” Are the Easy Way Out
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 More
Notable Negotiations of 2017
Our notable negotiations of 2017 includes hits and misses from entertainment, sports, business, and especially politics, due to a new rough-and-tumble era in Washington.
… Read Notable Negotiations of 2017
Promoting Fair Outcomes in Negotiation
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 Promoting Fair Outcomes in Negotiation
Bet you didn’t know … New negotiation research
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
Specific versus Abstract Negotiation Skills Training
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
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