Description: You and your counterparty are trading different variables to reach an agreement.
Log Rolling is when you trade a variable that is cheap to you for a different variable that you care about, but is cheap them. When deals have a single variable — usually money — deadlock and conflict is a common result. More variables give you more options, and log rolling is a great way to leverage your preparation.
A manufacturer with plenty of cash but limited storage space can offer attractive payments terms to a supplier who is tight on cash but has access to cheap warehousing.
Intent: Maximize the value of a deal.
Counter: If you need to counter this, you have several options. One is to push for a higher valuation of your variable, or a lower valuation for his. Alternately, you can try to switch the variables being matched. If you are still not getting a satisfactory valuation, you can insist on a comprehensive package negotiation.