| Category | Type | Name | Description |
|---|---|---|---|
| Principles | Ethical | BATNA | Best Alternative To a Negotiated Agreement: the most advantageous option available if a negotiation fails. |
| Principles | Communication | Active Listening | A technique used to better understand the other party's position by focusing on what they are saying and showing that you are paying attention. |
| Principles | Power Dynamics | Zone of Possible Agreement (ZOPA) | The area between the buyer's and seller's lowest acceptable price where a mutually beneficial agreement can be reached. |
| Principles | Collaboration | Win-Win | A negotiation approach where both parties come out with a positive outcome. |
| Principles | Emotional Intelligence | Empathy | The ability to understand and share the feelings of the other party. |
| Strategies | Preparation | Research | Conducting research on the other party, the industry, and the product or service being negotiated. |
| Strategies | Communication | Framing | Presenting the negotiation issue in a way that benefits your position. |
| Strategies | Power Dynamics | Leverage | The ability to influence the other party through power or resources. |
| Strategies | Ethics | Fairness | Ensuring that both parties receive an equitable outcome. |
| Strategies | Collaboration | Problem-Solving | Working together to find creative solutions that benefit both parties. |
| Techniques | Communication | Persuasion | Using language and evidence to convince the other party to accept your position. |
| Techniques | Power Dynamics | Walk-Away | Being willing to end a negotiation if your needs are not being met. |
| Techniques | Emotional Intelligence | Anger Management | Controlling emotions during a negotiation to prevent the situation from escalating. |
| Techniques | Collaboration | Brainstorming | Generating ideas together to find mutually beneficial solutions. |
| Techniques | Preparation | Checklist | Creating a list of items to prepare for a negotiation. |
| Frameworks | Communication | Mirroring | Repeating back the other party's position to show understanding and build rapport. |
| Frameworks | Power Dynamics | Boulwarism | A negotiation approach where the buyer presents their best offer upfront and refuses to negotiate. |
| Frameworks | Collaboration | Integrative Negotiation | A negotiation approach where both parties work together to create a win-win outcome. |
| Frameworks | Ethics | Social Contract Theory | An ethical framework that posits that all parties must agree to the terms of a negotiation for it to be fair. |
| Frameworks | Emotional Intelligence | Negotiation Judo | Using the other party's momentum to your advantage. |
| Principles | Communication | Non-Verbal Communication | Understanding and using body language, tone of voice, and facial expressions to better communicate with the other party. |
|---|---|---|---|
| Principles | Power Dynamics | Anchoring | Starting the negotiation with an extreme position to make more reasonable offers seem more attractive. |
| Principles | Ethics | Utilitarianism | An ethical framework that posits that the greatest good for the greatest number of people should be the ultimate goal. |
| Principles | Emotional Intelligence | Self-Awareness | Understanding your own emotions and how they may affect the negotiation process. |
| Principles | Collaboration | Joint Problem-Solving | Working together with the other party to find a mutually beneficial solution to the problem. |
| Strategies | Preparation | Strategy Development | Creating a plan for the negotiation, including goals, potential outcomes, and key talking points. |
| Strategies | Communication | Clarity | Using clear and concise language to avoid misunderstandings during the negotiation. |
| Strategies | Power Dynamics | Alternatives Analysis | Considering and analyzing alternative options to improve your bargaining power. |
| Strategies | Ethics | Transparency | Being open and honest with the other party about your intentions and goals. |
| Strategies | Collaboration | Team Building | Building a positive relationship with the other party to encourage a collaborative negotiation process. |
| Techniques | Communication | Active Questioning | Asking open-ended questions to gather more information and gain a better understanding of the other party's position. |
| Techniques | Power Dynamics | Threats and Promises | Using threats or promises to incentivize the other party to agree to your terms. |
| Techniques | Emotional Intelligence | Patience | Being patient during the negotiation process to avoid rushing into an unfavorable agreement. |
| Techniques | Collaboration | Mediation | Bringing in a neutral third-party mediator to help resolve conflicts and find a mutually beneficial solution. |
| Techniques | Preparation | SWOT Analysis | Analyzing the strengths, weaknesses, opportunities, and threats related to the negotiation to better prepare for the negotiation. |
| Frameworks | Communication | Information Sharing | Being willing to share information with the other party to improve transparency and build trust. |
| Frameworks | Power Dynamics | Nibble | Asking for small concessions after the other party has agreed to the main terms to gain additional advantages. |
| Frameworks | Collaboration | Multi-Party Negotiation | A negotiation approach that involves multiple parties working together to achieve a common goal. |
| Frameworks | Ethics | Deontology | An ethical framework that posits that certain actions are inherently right or wrong, regardless of the consequences. |
| Frameworks | Emotional Intelligence | Self-Regulation | Controlling emotions during a negotiation to avoid making impulsive decisions. |
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