Negotiation Glossary

Setting an initial reference point in negotiation that influences all subsequent offers and counteroffers.

A dispute resolution process where a neutral third party renders a binding decision after hearing both sides.

The ideal outcome a negotiator hopes to achieve, representing their best-case scenario.

Best Alternative To a Negotiated Agreement; the best option available if the current negotiation fails.

A systematic pattern of deviation from rational judgment that can affect negotiation decisions and outcomes.

A compromise or adjustment made by one party during negotiation, moving closer to the other party's position.

A situation where negotiation stalls because neither party is willing to make further concessions.

A competitive negotiation approach where a fixed amount of value is divided between parties in a zero-sum manner.

Presenting information in a particular way to influence how the other party perceives a proposal or outcome.

A point in negotiation where progress halts and parties cannot reach agreement without a change in approach or conditions.

A collaborative negotiation approach that seeks to expand total value by addressing the underlying interests of all parties.

The underlying need, desire, or concern that motivates a negotiator's position, as opposed to the stated demand.

Trading concessions across issues of different priority to each party, enabling mutual gains.

A facilitated negotiation process where a neutral third party helps disputing parties reach a voluntary agreement.

A rapport-building technique that involves subtly repeating the other party's words or body language.

A dialogue between two or more parties aimed at reaching a mutually acceptable agreement on matters of shared interest.

A specific stated demand or stance in a negotiation, as opposed to the underlying interest driving it.

The relative influence each party holds in a negotiation, shaped by alternatives, resources, information, and legitimacy.

Fisher and Ury's interest-based approach that separates people from problems and seeks mutual gains using objective criteria.

The tendency to undervalue a proposal simply because it was made by the opposing party.

The least favorable terms a negotiator will accept before walking away from the deal.

Deliberately understanding and acknowledging the other party's emotions and perspective to build influence and trust.

The process of expanding the total available benefit in a negotiation by identifying and leveraging differences between parties.

Worst Alternative To a Negotiated Agreement; the worst outcome if negotiations fail, useful for assessing risk.

Zone of Possible Agreement; the range between each party's reservation point where a mutually acceptable deal can be struck.