When to use it
Use it when negotiating scope, workload or role changes where several issues can be traded.
How to apply it
- List all the issues on the table, not just pay.
- Rank them by how much each matters to you.
- Ask the other side which issues matter most to them.
- Propose trades where you concede on what matters less to you and gain on what matters more.
- Package the trades together rather than settling issues one at a time.
Tip: Negotiating issues one by one turns every point into a tug of war; keep them linked.