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Best Alternative to a Negotiated Agreement. It represents the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be reached.

Zone of Possible Agreement. The range or area in which an agreement is satisfactory to both parties involved in the negotiation process.

A cooperative negotiation in which all parties benefit from the agreement. The focus is on finding a mutually satisfying solution.

The practice of establishing a reference point around which negotiations will revolve. The first number put forward often serves as an anchor.

A negotiation tactic where all bidders submit their bids independently and without knowing the bid of the other participants. The highest bid usually wins.

Aggressive negotiation strategies that pressurize the opposing party to concede, often seen as confrontational or unethical.

A negotiation tactic where one party asks for a number of small concessions that have not been previously discussed, often right after a formal agreement is reached.

Negotiation strategy that involves trading or exchanging favors or concessions in order to achieve a satisfactory outcome for all parties.

The practice of pushing negotiations to the brink of failure, forcing the other party to agree with one's terms to avoid a falloff.

A negotiation strategy where two negotiators take opposing approaches: one is aggressive and the other is reasonable, to make the target feel pressure to agree.

Tactics where one party intentionally offers a much higher or lower number than they are willing to agree to, in order to shift the range of the negotiation.

Focusing on the underlying interests of the parties rather than their initial positions, aiming to arrive at a conclusion that satisfies the true needs and wants of both sides.

The price point or condition at which a negotiator will leave the negotiation table and end discussions. It represents the negotiator's minimum or maximum acceptable outcome.

A negotiation tactic where one party pretends that an issue is more important to them than it actually is, in order to give it away later in exchange for concessions on other points.

A negotiation strategy focused on maximizing one's own benefit from the deal, often at the expense of the other party's interest.

The process of expanding the overall value through negotiations that enable both sides to benefit more than they would without negotiating.

Using a fixed time constraint to put pressure on the other party to make a decision or to rush the conclusion of the negotiation.

A negotiation approach where parties collaborate to find a 'win-win' solution, which involves mutual respect, understanding, and creative problem-solving.

A competitive negotiation strategy where the parties are trying to divide a fixed amount of resources, often resulting in a win-lose situation.

French for 'accomplished fact'; a negotiation tactic where one party acts unilaterally, setting the terms by creating a new reality the other party has to accept.

The way in which a negotiation proposal is structured and presented so as to influence the perception and decisions of the other party.

Imitating or echoing the opponent's behaviors, speech patterns, or attitudes in order to build rapport and foster better negotiations.

A social norm where if someone does something for you, you then feel obligated to return the favor.

A state of allocation of resources in which it is impossible to make any one individual better off without making at least one individual worse off.

A negotiation approach where a party makes planned concessions at certain points during the negotiation to guide the process towards agreement.

Overwhelming the other negotiating party with so much information that it's difficult for them to determine which facts are most important.

Refusing to budge from a position or to engage in certain discussions, which causes the negotiation to either stall or end.

An additional incentive or bonus thrown into a negotiation to make the deal more attractive to the other party.

A long-term strategy where a negotiator reciprocates the actions of the other party, either cooperation or competition, leading to mutual benefit or stalemate.

A negotiating strategy where all decision points are on one list, and agreement can only be declared when all points are mutually agreed upon.

A technique based on the principle that items are more attractive when their availability is limited.

A diversionary tactic intended to lead the negotiation away from the principal issue, often by bringing up a less important but emotionally charged issue.

An offering during a negotiation where one party makes a change in their demands or position in order to make a deal more acceptable to the other party.

An offer with a very tight deadline for acceptance, putting pressure on the recipient to make a quick decision or lose out on the opportunity.

A person who acts as an intermediary between the negotiating parties, helping to manage the communication and potentially reduce tensions in the negotiation process.