Answer:
In negotiation, a MESO strategy (Multiple Equivalent Simultaneous Offers) refers to a technique where a negotiator presents multiple offers simultaneously to the other party. These offers are designed to meet the underlying interests and priorities of both parties, offering a range of options that are appealing in different ways. The goal of using a MESO strategy is to provide flexibility and increase the chances of reaching a mutually beneficial agreement.
Here's an example to illustrate the MESO strategy:
Let's say two business partners, Alex and Beth, are negotiating a distribution agreement for a new product. Alex is the manufacturer, and Beth is the distributor. They both have different priorities and interests in the negotiation. Alex wants a higher price per unit to maximize profit, while Beth wants a lower price to ensure competitiveness in the market.
Instead of making a single offer, Alex decides to use the MESO strategy. He presents three offers to Beth:
Offer 1: Price per unit of $10 with a minimum order quantity of 1,000 units.
Offer 2: Price per unit of $9 with a minimum order quantity of 2,500 units.
Offer 3: Price per unit of $8 with a minimum order quantity of 5,000 units.
By presenting these three offers simultaneously, Alex provides different options that cater to Beth's priorities as well. Offer 1 provides a higher price but a lower minimum order quantity, allowing Beth to test the market with a smaller commitment. Offer 3 provides a lower price but a higher minimum order quantity, ensuring a better price per unit for higher volume orders.
This MESO strategy allows both parties to explore various possibilities and find a solution that meets their respective interests. It encourages creative problem-solving and helps to move the negotiation forward by offering multiple equivalent options to choose from.