BATNA: Best Alternative to a Negotiated Agreement
Bottom Line: The minimum acceptable outcome for a negotiator
Collaborative Negotiation: Negotiation style where parties work together to achieve a mutually beneficial outcome
Conflict Resolution: The process of addressing and resolving disputes
Concession: A compromise made by one party to satisfy the other party's demands
Counteroffer: A response to an offer made by the other party
Distributive Negotiation: Negotiation style where parties view the process as a competition for a fixed amount of resources
Emotional Intelligence: The ability to recognize and manage one's own emotions and the emotions of others
Framing: The way negotiation issues are presented or phrased
Impasse: A situation where parties cannot reach an agreement
Integrative Negotiation: Negotiation style where parties work together to create value and find mutually beneficial solutions
Interests: The underlying needs and desires of each party in a negotiation
Logrolling: An exchange of concessions between parties to achieve a mutually beneficial outcome
Mediation: The process of using a neutral third-party to help resolve a dispute
Mirroring: A communication technique where one party repeats the other party's statements to demonstrate understanding and build rapport
Negotiation: A process of reaching an agreement between two or more parties
Nonverbal Communication: Communication that occurs without words, such as through body language, tone of voice, or facial expressions
Objective Criteria: Standards or benchmarks that both parties can agree on as a basis for the negotiation
Offer: A proposal made by one party to the other party
Pareto Efficiency: A situation where no party can be made better off without making another party worse off
Position: A statement of a party's desired outcome in a negotiation
Power: The ability to influence or control the outcome of a negotiation
Precedent: A past decision or action that serves as a guide for future negotiations
Preparation: The process of gathering information, setting goals, and planning a negotiation strategy
Principled Negotiation: Negotiation style where parties focus on objective criteria, mutual interests, and fair standards to reach an agreement
Rapport: A relationship of trust, mutual understanding, and respect between negotiating parties
Reservation Price: The lowest price or outcome that a party is willing to accept in a negotiation
Settlement: An agreement reached by negotiating parties
Strategic Planning: The process of developing a plan to achieve a specific goal
Tactical Preparation: The process of developing specific tactics to achieve a negotiation goal
Time Pressure: The pressure felt by a party to reach an agreement within a certain time frame
Tit-for-Tat: A negotiation strategy where each party responds in kind to the other party's actions
Trade-Off: An exchange of concessions or benefits between negotiating parties
Transparency: The degree to which information is shared openly between negotiating parties
Trust: A belief in the reliability and integrity of a negotiating partner
Win-Lose Negotiation: A negotiation style where one party wins and the other party loses
Win-Win Negotiation: A negotiation style where both parties achieve a mutually beneficial outcome
ZOPA: Zone of Possible Agreement, the range of possible outcomes that are acceptable to both parties
Anchoring: A negotiation technique where one party sets an initial offer or position to influence the other party's perception of what is reasonable
Assertiveness: The degree to which a party advocates for their own interests in a negotiation
Boulwarism: A negotiation strategy where a party offers a single non-negotiable offer at the outset of the negotiation
Bridging: A negotiation technique where parties find common ground to reach a mutually acceptable agreement
Collaborative Problem Solving: A problem-solving approach that involves working together to find a solution that meets everyone's needs
Cognitive Bias: A systematic deviation from rational decision-making, caused by limitations in perception, memory, and thought processes
Compromise: An agreement reached by parties where each gives up something to achieve a mutually acceptable outcome
Credibility: The degree to which a negotiating party is seen as reliable, trustworthy, and honest
Emotional Triggers: Situations, behaviors, or statements that elicit emotional responses in negotiating parties
Fairness: The perception that a negotiation outcome is just and equitable
Hardball Tactics: Aggressive and intimidating negotiation tactics designed to gain an advantage over the other party
Justification: The process of explaining the reasoning behind a negotiation position or demand
Reservation Value: The highest price or outcome that a party is willing to offer in a negotiation
This glossary is by no means exhaustive, but it should provide a solid foundation for understanding the key terms and concepts related to negotiation. Remember, effective negotiation requires not only a solid understanding of these terms but also the ability to apply them in practice. Keep practicing and learning, and you'll continue to develop your negotiation skills over time.
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