Negotiation Flashcards

1
Q

Distributive negotiation

A

One shot deal
More for one side
Naive perspective

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2
Q

Integrative negotiation

A

Multiple issues
Opps to expand the pie
More common

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3
Q

BATNA

A

backup plan
What ur left with if you fail to reach a deal
Options by which you compare other deals
Keep current car vs new car

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4
Q

Reservation point

A

Least favorable agreement you are willing to accept
Bottom line or walk away
1 case where you would reveal this

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5
Q

Aspiration point

A

What you want to achieve
High mark to shoot for
Rational

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6
Q

ZOPA

A

zone of possible agreement
Bargaining range: the range of potential offers in which agreement is possible

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