Unleashing the Power of MESOs in B2B SaaS Sales

Instantly actionable, huge upside.

Before we dive into this one, let’s talk about academic negotiation material vs. the information you get from influencers. If you’ve read one of my top recommended negotiation resources, Never Split The Difference, you will have heard the views of a very successful veteran of life and death negotiations talk negatively about the world of academic negotiation research. This is for good reason, in our view academic research sees negotiation from a very structured view of building off of the work that came before it. The issue is not that it does not work, the issue is that there is no room to re-write the book and acknowledge different and sometimes conflicting methods may be equally or more effective. As a professional negotiator, you should aim to be well rounded, not just learning one school of thought.

At BowTiedDingo, we write mostly on the non-academic side, although often our techniques overlap. This post is a short foray into academic theories of negotiation, focusing on a technique we personally use every day; Multiple Equivalent Simultaneous Offers (MESOs). This is something you would learn within an MBA.

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Unleashing the Power of Multiple Equivalent Simultaneous Offers

In the complex world of B2B software sales, negotiation is an essential part of the process. In many cases, businesses are confronted with a multitude of options, making it difficult for both buyers and sellers to arrive at mutually beneficial agreements. One strategy that has emerged to improve outcomes in this environment is the use of Multiple Equivalent Simultaneous Offers (MESOs). This approach, backed by research [1], provides a framework for both parties to better understand each other's priorities, paving the way for smoother negotiations and stronger long-term relationships. In this post, we will delve into the benefits of using MESOs in B2B software sales and provide practical tips for implementing this strategy…