changingminds.org

How we change what others think, feel, believe and do

| Menu | Quick | Books | Share | Search | Settings |

Log-rolling

 

Disciplines > Negotiation > Negotiation tactics > Log-rolling

Description | Example | Discussion | See also

 

Description

Make a range of requests, some of which are less important as well as those which are critical for you. When pressed or making an exchange, concede on items which are lower priority in order to get those which are higher priority.

You can also help the other side find the best value for them. Ideally, each person offers things that are less value for them but are higher value for the other person.

Example

A person buying a car says that low cost and high performance are both important. When offered a lower performance car they use their stated priorities to help reduce the price.

In a contract negotiation, the buyer tries to put in a number of strict sections about timescales and product features. Later, they concede on some of the features a little but keep the timescale which is more important. 

Discussion

Negotiations often include concessions and exchanges as the players seek to find agreement. In order to exchange you have to have something to give away. If all you have are things that are important to you, then you may lose out in any exchange. If, however, you have items that you would like but which are less important, you can gain by exchanging low value items for high value items.

The best way of doing this is to have items that are lf lower priority for you but which are higher priority for the other party. Such low-for-high exchanges are often called elegant negotiables (or 'elegant variables').

See also

Highball, High-Low, Elegant Negotiables

 

Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

You can buy books here

More Kindle books:

And the big
paperback book


Look inside

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

* Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-2016
Massive Content — Maximum Speed