The Language of Negotiation Flashcards
Bargain Mix
All of the issues involved in a negotiation
Bargaining range/settlement zone
The area between parties’ resistance
points
BATNA
Best Alternative to a Negotiated Agreement
Best Alternative to a Negotiated Agreement (BATNA)
The most ideal alternative outcome one party could get without negotiating with the other party.
Frame
lens through which you view a negotiation
Initial/opening offer
first offer made by a party in a negotiation and serves as an anchor in that it sets a boundary on the negotiation
Reciprocity:
notion that if someone does something for you, you owe
them.
Resistance point/reservation price
A negotiator’s bottom line; the point beyond which she will not go.
Settlement point
What the parties actually agree upon.
Target point/aspiration
The best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation.
WATNA
Worst Alternative to a Negotiated Agreement
Worst Alternative to a Negotiated Agreement (WATNA)
The worst outcome you might face if you do not come to a negotiated agreement
In case of monetary issues target points should be
quantified and based on factual information identified through research.
In case of non-monetary issues, target points should be
based on as much factual information as possible.
Thomas-Kilmann conflict style model
dimensions are assertiveness/concern for one’s own outcomes and cooperativeness/concern for other’s outcomes
