"A negotiator starts a negotiation by using a 'big pot' filled with numerous issues-some real and some made of straw. This accomplishes several goals: it tends to reduce the other party's aspirations; it builds trading room into the negotiation; it demonstrates to others in their own organization that they are good negotiators; and it makes it easier for the other party to sell their own organization on the value of a reduced package. The 'big pot' approach gives a negotiator room to negotiate and compromise. In the absence of other concessions, it gives the other party something to take away (i.e. "Look at all the things that I got them to give up")."
