MESO: An effective negotiation strategy

MESO (Multiple Equivalent Simultaneous Offers) is a sophisticated negotiation technique that simultaneously creates value, reveals the other party's priorities and increases your chances of achieving a favorable outcome. What makes MESO truly effective is its ability to position you as a flexible negotiator who genuinely seeks mutual benefit.

How MESO works

Let's break down the MESO approach with an example from a job offer negotiation involving salary, vacation days and annual bonus:

Prepare three different packages that you would be equally happy with:

1. package A:

1. 10 000 € per month
2. 20 vacation days
3. 2% bonus

2. package B:

• 8 000 € per month
• 30 vacation days
• 5% bonus

3. package C:

• 6 000 € per month
• 35 vacation days
• 10% bonus

During the negotiation, present these three options simultaneously. Emphasize that you would be equally happy with any of them, and then ask which option most interests your counterpart.

The strategic benefits of MESO

By using this method:

• Clearly highlight your preferred options
• Showing flexibility and willingness to compromise
• Gain insight into the other party's priorities and constraints
• Creates a collaborative negotiating environment

MESO transforms negotiations from zero-sum interactions to collaborative problem solving.

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