Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done

Abstract

In three studies, we investigate a new low-trust path to negotiate joint gains. Study 1 used meta-analytical evidence to establish that frequent use of multi-issue offers (MIOs) predicts joint gains, even after controlling for use of information sharing. Study 2 used a senior manager sample and showed that low-trust negotiators used MIOs more frequently than high-trust negotiators, and negotiators who use MIOs and also processed information with a holistic rather than analytic mindset generated more accurate insight and higher joint gains. Study 3 used an experimental design and examined the full path through which low-trust negotiators rely on MIOs to develop insight and reach joint gains. By proposing and testing a new low-trust path to joint gains, this research increases our understanding of trust in negotiations and provides practical advice for negotiators who are themselves low-trust or who face low-trust counterparts.