Blind Spots in Multi-Issue Deals

Most high-value negotiations involve multiple issues: price, delivery, compliance, sustainability, service levels. Yet many teams treat these as isolated points, negotiating them one by one. This approach misses opportunities for “logrolling”, trading low-priority concessions for high-priority gains.

The ability to manage multiple issues simultaneously is what separates average negotiators from strategic ones. CEOs should challenge their teams to think in packages, not single points. By reframing deals in terms of total value, negotiators unlock outcomes that create advantage for both sides.

If you’d like to strengthen your teams’ ability to manage multi-issue deals strategically, please email Negotiation@meshadv.com or Contact Us. 

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