J–M

Resolver Negotiation Tactics Dictionary: J–M

Labeling – Assigning a descriptive label to the counterpart's stance or action to frame perceptions strategically.

Limited Authority (Higher Authority) – Claiming lack of final decision-making power to secure additional concessions.

Logrolling – Trading concessions on low-priority items for gains on high-priority issues to reach agreement.

Loss Aversion – Negotiators’ tendency to prefer avoiding losses over acquiring equivalent gains.

Lowball – Making an extremely low initial offer to anchor negotiations favorably.

Maintaining Emotional Control – Remaining calm and objective under negotiation pressure.

Mediation – Using a neutral third party to facilitate negotiations and help parties reach voluntary agreement.

MESOs (Multiple Equivalent Simultaneous Offers) – Presenting several offers simultaneously, each equally valuable, to discover the counterpart's preferences.

Mirroring – Subtly imitating the other person's speech patterns and behaviors to build rapport and trust.

Multiple Equivalent Simultaneous Offers (MESOs) – See MESOs.