Negotiation Flashcards
1
Q
Distributive negotiation
A
One shot deal
More for one side
Naive perspective
2
Q
Integrative negotiation
A
Multiple issues
Opps to expand the pie
More common
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
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
5
Q
Aspiration point
A
What you want to achieve
High mark to shoot for
Rational
6
Q
ZOPA
A
zone of possible agreement
Bargaining range: the range of potential offers in which agreement is possible
