ABSTRACT
This chapter provides an overview and a discussion on elements, negotiation application, and limitations of tradeables and straw issues. Tradeables are negotiation variables that have been identified as potential bargaining chips to be offered to the other party so that something of more value may be achieved in return. The tradeables evaluation model assesses the potential response of a negotiator based on their perceived value of a reciprocated concession: banking, big stakes, brick wall, and building. Both straw issues and tradeables can provide room for the negotiator to manoeuvre and improve competitive advantage. Creating a wide range of tradeables can increase bargaining flexibility and affords options in the event of deadlock. It is thought that the process of bargaining tradeables to achieve a desired outcome can help to alleviate the effects of 'buyer's remorse' – a marketing term used to describe how individuals become increasingly unsatisfied with their purchase the higher the price paid.
