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Multiple Equivalent Simultaneous Offers (MESO) is a technique used in negotiations. The principle behind MESO is, simply put, make multiple offers which are mutually equal in your mind. By doing this, one can better understand one's partner in a negotiationhis or her interests, expectations, etc. The acronym MESO is used because "of its etymological origins in Greek to mean both 'combining form' and 'middle', suggesting a balance between states. MESOs allow negotiators to collect and integrate complex information, to successfully combine aggressiveness with cooperation, persistence with flexibility. This technique allows negotiators to set the state for the negotiations, to play detective, and to achieve outcomes that would otherwise be difficult to capture." == Strategy == Robb Mandelbaum of Inc. Magazine wrote: “One way to learn more about your counterpart's preferences is to offer a choice among proposals that emphasize different elements of the deal . . . According to the reactions you get, you can reshuffle the mix with a new set of offers. The maneuver can generate goodwill for your flexibility, even as you pursue an aggressive negotiating agenda.” MESOs are used by experienced negotiators in order to create the best possible package for both parties. Even if one of the proposed offers is not accepted, this approach will help each party understand one another. There are three steps to successfully applying the MESO strategy to your negotiation: # Identify and Prioritize Issues. Estimate their weights (relative value) to both parties. There may be some things that are important to you that may be less important to your counterpart. # Identify Different Likely Outcomes for Each Issue. Set one as the standard, and then set relative values of the others. Assigning point values is one way of determining whether one package is, on the whole, more appealing than another. # Create at Least Three Equivalent Offers. These offers should have approximately equal point values, according to the points assigned in step two. MESO strategy requires multiple issues with realistic alternative outcomes. MESOs are better utilized if there are multiple interests, perhaps in a package deal. It would not be realistic if only one variable is under negotiation, such as a basic salary negotiation. This strategy can also be a complex process—discussing a variety of issues can lead to confusion. Lastly, a MESO is only beneficial if the party offering the multiple offers is honest—it requires that party to reveal some of its own interests. 抄文引用元・出典: フリー百科事典『 ウィキペディア（Wikipedia）』 ■ウィキペディアで「Multiple Equivalent Simultaneous Offers」の詳細全文を読む スポンサード リンク
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