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Best Alternative to a Negotiated Agreement; the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached.

Cognitive bias that describes the common human tendency to rely too heavily on the first piece of information offered (the 'anchor') when making decisions.

Zone of Possible Agreement; the range in which a deal that satisfies both parties can be reached.

A negotiation result in which all parties are satisfied with the outcome, often achieved by integrating their interests.

Aggressive negotiation strategy that may use pressure, intimidation, or threats to gain an advantage.

Presenting information in a certain way or from a certain perspective to influence perception and decision-making.

Focusing on the underlying reasons and motives of the parties rather than their stated positions.

A situation in which progress in negotiation becomes impossible because neither side is willing to compromise or change their demands.

A compromise made in a negotiation where one party agrees to give up something or to lower their demands.

Negotiation strategy that seeks to create value in the outcome, so that all parties benefit from the negotiation.

A competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money.

A tactical pause used in negotiations to allow the other side to consider their position, often leading to concessions.

A negotiation tactic where one party plays a confrontational role, while another presents a more agreeable persona in order to gain an advantage.

The act of leaving a negotiation when it does not meet your minimum requirements or when it's no longer productive.