Good morning. One offer asks the other side for a verdict. Three ask them a question you badly need answered.
Negotiation.
Three Offers at Once
Think about the last proposal you sent and the reply that came back. Beyond yes, no, or a lower number, what did it teach you about which parts of the deal your counterparty actually cared about? If nothing comes to mind, that's the price of giving them one thing to react to: building three is work, and sending one feels like progress right up until the reply arrives.
Victoria Medvec returns this morning. On Day 25 she supplied the regret research; at Kellogg she has spent two decades teaching negotiators a move she developed with Adam Galinsky, the same Galinsky who ran Day 118, while the two of them were colleagues there. It is called multiple equivalent simultaneous offers, and she sets it out in Negotiate Without Fear (2021). The mechanic is plain, and it goes unused because one offer is quicker to build. Instead of a single proposal, you assemble three you value the same — different mixes of price, term, scope, timing and risk — and put all three down at the same moment. Day 9 showed you what a single anchor does to the other side's judgement. Three of them anchor three times, and then do something one number can't: whichever offer they lean towards, argue with, or ask to modify tells you what they're optimising for, and that ranking is the raw material for every trade that follows. Read the set as generosity and you'll misprice it. All three branches cost you the same, which is exactly why you can afford to let them choose.
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