A negotiator starts a negotiation by using a “big pot” filled with numerous issues—some real and some made of straw. This accomplishes several goals: it tends to reduce the other party’s aspirations; it builds trading room into the negotiation; it demonstrates to others in their own organization that they are good negotiators; and it makes it easier for the other party to sell their own organization on the value of a reduced package. The “big pot” approach gives a negotiator room to negotiate and compromise. In the absence of other concessions, it gives the other party something to take away (i.e. “Look at all the things that I got them to give up”).
By Bryce Smith|2022-12-09T16:18:16-05:00December 30, 2020|