| A | B |
|---|
| Accommodating | A negotiating style involving a person who agrees to a certain course of action that benefits someone else, even though they do not equally benefit from the transaction |
| Agreement | A negotiation outcome |
| Alternative planning | The process of anticipating others’ possible negotiation strategies and preparing appropriate responses, typically involving role-playing |
| Avoidant | A conscious effort to withdraw or stay away from a situation; a negotiating style that is used when relationships and outcomes are not important or when one party has another plan to meet their needs or wants |
| Bargaining | A negotiating technique that involves giving another party something they want and receiving something desired in return; also known as compromise or give-and-take |
| BATNA | The best alternative to a negotiated agreement; the best a negotiator can do if an agreement with the other party can’t be reached |
| Collaborative | A negotiating style in which two parties work together to reach a mutually beneficial agreement |
| Combative: | A negotiating style in which one or both parties consider only their interests and fight to achieve a desired outcome at any cost |
| Competitive | A negotiating style in which one or both parties view the negotiation as a game-like challenge or a rivalry; one or both parties consider only their interests to achieve a desired outcome |
| Compromise | Each side making concessions so that an agreement may be reached; also known as bargaining or give-and-take |
| Concession | Something that is given up during a negotiation |
| Give-and-take: | A negotiating technique that involves giving another party something they want and receiving something desired in return; also known as bargaining or compromise |
| Good cop/Bad cop | A negotiating strategy involving at least two people on one side of the negotiation; of the two, one is reasonable and agreeable, while the other is unreasonable |
| Interests | The things that a person is curious about, concerned for, or involved with; a person’s needs or wants |
| Leverage: | The amount of power one person holds during a negotiation |
| Limited authority | A negotiating strategy in which one person claims that they do not have the authority to make a decision and must consult another person who is not present during the negotiation process |
| Lose-Lose | A negotiation outcome in which both parties do not receive what they want; often a result when using the avoidance negotiating style |
| Lose-Win | A negotiation outcome in which one party gives up or accommodates the other party with the hope of gaining something in a future negotiation; often a result when using the accommodating negotiating style |
| Negotiating strategy | The plan or technique a person uses to reach a goal or achieve a desired outcome |
| Negotiating style | Personal characteristics that influence the manner in which a person behaves during the negotiation process |
| Negotiation | The process of one party reaching an agreement with another party to meet specific needs or wants; the process of persuading or influencing someone to take a certain course of action to achieve a desired outcome |
| Position | What someone believes or feels about an idea or issue |
| Power | The ability of an individual to influence the actions of other people; the bargaining power that each person brings to a specific negotiating process |
| Silence | A negotiating strategy that involves listening but not speaking; often used when a situation becomes emotionally heated or when the other party does not like a specific message |
| Terms | Specific points that reveal each party’s expectations and responsibilities in a negotiation agreement |
| Win-Lose | A negotiation outcome in which one party gets everything they want while the other party does not; often a result when using the combative or competitive negotiating style |
| Win-Win | A negotiation outcome in which both parties benefit; often a result when using the collaborative negotiating style |
