Structured for Success: Optimizing Complex Multi-Issue Negotiations with Issue-Packaging Agendas

Abstract: This research explores the effectiveness of an issue-packaging agenda in complex multi-issue negotiations. Two experiments compared the impact of structuring negotiations by packaging issues into subsets and negotiating these subsets sequentially versus negotiating all issues simultaneously. Experiment 1 demonstrated that an issue-packaging agenda leads to higher joint outcomes, particularly when consistently applied across negotiation phases. Experiment 2 revealed that the benefits of issue packaging depend on keeping packages open until the final agreement, as premature closure limits flexibility and integrative trade-offs. The findings further show that the positive effects of issue packaging are sequentially mediated by improved judgment accuracy about counterparts’ interests, which enhances logrolling behavior. These results contribute to negotiation research by highlighting the importance of balancing structure and flexibility. Practically, this study provides negotiators with actionable strategies to optimize outcomes in complex negotiations by adopting a structured yet adaptable approach that enhances decision-making and fosters mutually beneficial agreements.

Keywords: negotiations, issue packaging, agenda setting, package closure, integrative agreements