Logrolling
What is Logrolling?
Logrolling (package solution) is trading across several negotiation points according to priorities. Each side gives in on points that matter less to it and gains on points that matter more.
Logrolling in Detail
Logrolling is a central technique of integrative, value-creating negotiation. The basic idea: if several negotiation points are on the table and the parties weight them differently, then through clever trading more can be achieved for both sides than by haggling over each individual point in isolation. Example: the price is especially important to the buyer, the contract term to the seller – then the seller can accommodate on price and in return receive a longer term. This creates a package solution in which each side gains where it means the most to them. The prerequisite is knowing your own priorities and recognizing the other side's (through questions and listening) and negotiating several points together rather than individually. Logrolling enlarges the “pie,” creates win-win results, and often leads to more viable agreements than pure price haggling. It is closely linked to the Harvard Concept and the focus on interests instead of positions.
In practice, logrolling is a central technique of integrative negotiating: both sides trade concessions on points of differing importance, so that each gives in where it costs little and gains where it is worth much. The prerequisite is knowing both sides' priorities – only then can sensible packages be put together. Instead of negotiating each point individually, several topics are bundled and solved together, which enlarges the pie and enables win-win solutions. It is proven practice not to tick off point by point but to think of options as a package and offer linkages. Logrolling requires an exchange of information and some trust. Those who master it get out of apparent deadlocks and create agreements that generate more value for both sides than mere haggling over individual positions.
How does Logrolling work?
In logrolling, the parties trade across several points along their priorities: each gives in on what is unimportant and gains on what is important. The prerequisite is knowing your own and others' priorities and negotiating points together rather than individually.
Logrolling – Examples in Practice
The seller gives in on price and in return receives a longer term. Two parties put together a package of price, quantity, and service. A negotiator trades concessions along differing priorities.
Logrolling: Key Features at a Glance
- Principle: trading across several points
- Basis: differing priorities
- Prerequisite: know priorities, bundle points
- Effect: enlarge the “pie”
- Related: integrative negotiation
Related Terms
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Logrolling: Frequently Asked Questions
What is logrolling?
Trading across several negotiation points according to priorities: each side gives in on what is less important and gains on what is more important – a package solution.
How does a package solution work?
By negotiating several points together and trading concessions along the differing priorities, instead of haggling over each point in isolation.
What is the prerequisite for logrolling?
Several negotiation points, differing priorities of the parties, and knowledge of your own and the other side's priorities – recognizable through questions and listening.
Why is logrolling effective?
Because it enlarges the “pie” and creates win-win results: each gains where it means the most to them – often more viable than pure price haggling.