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Best Alternative to a Negotiated Agreement: The most advantageous alternative course of action a party can take if negotiations fail.

Zone of Possible Agreement: The range in which two parties can find common ground during a negotiation.

The practice of establishing a reference point (anchor) around which negotiations will revolve and can strongly influence the final outcome.

Striving for a deal that benefits both parties, focusing on interests rather than positions.

Using pauses strategically during negotiations to allow the other party to consider your points or to create an opportunity for them to fill the silence.

Setting a time constraint can create a sense of urgency which may motivate the other party to agree to terms more quickly and potentially make concessions.

The practice of reaching a compromise by both parties making concessions that are 'bracketed' by their initial positions.

A negotiation strategy where one team member is accommodating and agreeable (good cop) while the other is demanding and tough (bad cop).

Starting with an extremely high or low initial offer that you know will not be accepted to then make gradual concessions towards your target.

The deliberate patterning of concessions and the pace at which they are made can affect the negotiation dynamics and outcomes.

The least favorable point at which one will accept a deal. Also known as the reservation point.

Combining several issues or items together in one negotiation to create joint value and make trade-offs possible.

A tactic where one party asks for a number of small concessions after the main elements of a deal have been agreed upon, often just before signing the contract.

Adjusting data to account for differences in scale or practices to ensure comparability across different suppliers or scenarios in the negotiation process.

Creating or highlighting a sense of limited availability for the deal or terms being offered, in order to induce the other party to act quickly.

Approaches that look for solutions that satisfy the needs and objectives of both parties, creating a win-win outcome.

Strategies focused on dividing a fixed amount of resources, often leading to a win-lose outcome.

Presenting information in a way that emphasizes certain aspects over others to shape the perception and response of the other party.

Building conditions or 'if-then' scenarios into an agreement to account for uncertainty and ensure fairness.