Learn the Art of Logic and Persuasion (Collection)

Truth 22. Make multiple offers of equivalent value simultaneously

One negotiation strategy that virtually guarantees that negotiators do not leave money on the table is the multiple-offer strategy. How does it work? First, before beginning the negotiation, the negotiator has to unbundle the issues.

For example, consider the story of Evelyn. When seeking a job, she took the advice of a savvy employment counselor, and when her interviews led to a discussion about her salary history, she avoided the topic, saying instead, “Let’s see if we’re a good fit for each other before we talk about that issue.”

The interview went well, and the decision maker was clearly interested and began the negotiation for what Evelyn’s total remuneration package might ...