Multiple Equivalent Simultaneous Offers (MESOs)?are a sophisticated negotiation technique that involves presenting multiple offers to the other party simultaneously, each of which holds equal value to the presenter.
This approach is designed to address various aspects of the negotiation, providing flexibility and choice to the other party while uncovering their preferences and priorities.??
Here’s why MESOs are powerful and how to effectively build and use them:?
- Uncover Priorities: By presenting multiple offers, negotiators can gain insights into the other party's preferences and priorities without direct questioning. This helps in finding mutually beneficial solutions.?
- Increase Flexibility: MESOs provide the other party with options, making it easier for them to find an offer that meets their needs. This flexibility can lead to a quicker and more amicable agreement.?
- Build Trust: Offering multiple options demonstrates a willingness to collaborate and accommodate the other party's interests, which can build trust and improve the overall negotiation relationship.?
- Avoid Impasses: If one offer is rejected, the other party still has alternatives to consider, reducing the likelihood of a deadlock in negotiations.?
- Improve Outcomes: MESOs can help achieve better outcomes by identifying value-creating trade-offs and expanding the pie, leading to agreements that are more satisfying for both parties.?
- Transform Negotiation Dynamics: MESOs shift negotiations from a distributive (win-lose) to an integrative (win-win) approach, promoting collaboration and mutual gains.?
- Identify Key Issues: Start by identifying the key issues and variables in the negotiation, such as price, delivery terms, payment schedules, and service levels.?
- Understand Your Own Preferences: Determine your priorities and what you value most in the negotiation. Understand the trade-offs you are willing to make.?
- Estimate the Other Party's Preferences: Based on available information, estimate the other party's likely preferences and priorities. Consider their interests, constraints, and previous behavior.?
- Generate Multiple Offers: Create several offers that you value equally but differ in their combination of terms. Ensure each offer addresses the key issues in different ways, allowing the other party to choose based on their preferences.?
- Vary Specific Issues: In constructing MESOs, vary issues such as price, delivery schedule, and payment terms. Keep certain issues fixed to maintain the core value of each offer, but change at least one or two aspects to highlight different value propositions.?
- Prepare to Discuss Trade-offs: Be ready to discuss the rationale behind each offer and how they address both parties' interests. Highlight the flexibility and willingness to find a mutually beneficial solution.?
- Present Offers Simultaneously: Present the offers to the other party at the same time, explaining that you value each one equally and are open to discussing them in detail.?
- Analyze Responses: Pay close attention to the other party's reactions and feedback on each offer. This will provide valuable insights into their priorities and preferences, guiding you toward a final agreement.?
?Imagine you are negotiating a business contract with a supplier.
- The key issues are price, delivery schedule, and payment terms.
- Offer A: Lower price, longer delivery schedule, flexible payment terms.?
- Offer B: Moderate price, standard delivery schedule, standard payment terms.?
- Offer C: Higher price, expedited delivery, immediate payment upon delivery.?
By presenting these offers, you give the supplier the opportunity to choose based on what matters most to them, such as cash flow, delivery speed, or pricing. Their feedback will help you understand their priorities and work towards a deal that maximizes value for both parties.?
MESOs represent a strategic response to the negotiator's dilemma, enabling a sophisticated balance between cooperation and competition. By leveraging MESOs, negotiators can enhance their effectiveness, uncover valuable information, and achieve more satisfactory agreements for all parties involved.?
Negotiation, Strategy and Innovation Consultant and Executive Trainer | Certified Professional Coach | Partner and Senior Consultant at Negotiation by Design |
2 个月It is a game changer for negotiation in my perspective. I have used it several time la in business negotiations and have found it helped my team focus and prepare more thoroughly, as well as it generated a dynamic of collaborative conversation helping counterparts move from a positional stance. Great article! Thanks
Helping Individuals and Organizations in Negotiation | 25 + years of Global Experience Negotiation | Building Agreements | Leadership | Senior Consultant and partner at Negotiation By Design |
2 个月Thanks Pablo Restrepo for this article on MESOS and highlighting its transformative potential in enhancing negotiation processes. By providing a structured framework for multi-issue negotiations, MESOS allows parties to explore creative solutions and reach mutually beneficial agreements. In @negotiationbydesign we are working on the implementation in labor negotiations and it’s been particularly exciting, as it offers a new tool to facilitate dialogue and collaboration between employers and employees. Embracing MESOS could lead to more effective resolutions and improved relationships in these critical discussions.