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Negotiating while Making Multiple Equivalent Simultaneous Offers: THE MESO STRATEGY
Chloe Xu, Australia, Premium Member
In business negotiations, when each side roots firmly in its position, there seems to be no way forward. Medvec and Galinsky describe a strategy of "Multiple Equivalent Simultaneous Offers" (MESO) which may help negotiators break through such deadlock and find common ground.
BENEFITS OF A MESO STRATEGY
HOW TO PREPARE A MESO NEGOTIATION STRATEGY? STEPS
- When presenting more than one offer at a time, negotiators are likely to increase their counterpart’s satisfaction and boost the possibility of coming to agreement as well.
- MESOs reveal a genuine keen on accommodation and cooperation, therefore allow negotiators to be both respected and liked.
- A MESO strategy also provides opportunity for negotiators to understand the other side’s interests that are hard to ascertain through direct questioning.
Below a four-step approach for preparing a MESO negotiation strategy.
- Create a scoring system that allows quali...