Bundling Negotiation Issues for Enhanced Outcomes PPT

This PPT slide, part of the 69-slide Negotiation Tactics PowerPoint presentation, outlines the "Linking Issues" tactic in negotiation, emphasizing its strategic approach to combine multiple distinct issues into a single negotiation package. This method aims to enhance the importance of reaching an agreement by bundling various items together, thereby making the negotiation more appealing to both parties involved.

The definition section clarifies that linking issues involves merging 2 or more separate matters that either party wishes to resolve. By doing so, the tactic seeks to increase the likelihood of a successful agreement, as it encourages both sides to consider the interconnectedness of the issues at hand.

The expected outcome highlights the benefits of this tactic. It suggests that by presenting a bundled negotiation package, both parties may feel a stronger incentive to reach a consensus. This is particularly relevant when the issues are interrelated, as it can create a sense of urgency and importance around the negotiation process.

An illustrative example is provided, detailing a scenario involving a software company negotiating with a major client. The company aims to raise its service price while the client desires additional support hours and features. By linking the price increase to these additional offerings, the software company creates a package deal that may be more acceptable to the client. This example serves to demonstrate how the tactic can facilitate a mutually beneficial agreement by aligning the interests of both parties.

Overall, the slide effectively communicates the rationale and application of the Linking Issues tactic, making it a valuable consideration for those engaged in negotiations where multiple interconnected issues need resolution.

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