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10 Cards in this Set
- Front
- Back
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BATNA |
Best alternative to a negotiated agreement. Refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement reach. BATNA is the key focus and the driving force behind a successful negotiator. |
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Distributive bargaining |
Is a negotiation method in which 2 parties strive to divide a fixed pool of resources. often money, each party trying to maximize its share of the distribution. |
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Negotiation dance |
Opening offer, multiple counter offers within the zone of possible agreement. |
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ZOPA |
Zone of possible agreement, also called the bargain range, negotiation latitude, or settlement range because any offer outside the range will quickly rejected by one of the parties. |
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Active listening |
It is focusing on what the other person is saying from that person's point of view, understanding both content and emotion. |
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Good faith bargaining |
Will honor what they propose in bargaining. |
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Integrative bargaining |
Win-win approach to multiple- issues negotiations the parties do not assume they want to triumph over at the other side at all costs, but instead seek a reasonable settlement of the issues. |
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IBB |
Focus on new problem solving process utilizing brainstorming techniques. |
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5 bargaining styles |
Avoiding, accommodation, collaborating, competing, compromising |
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4 stages of negotiation process |
Preparation, opening session, bargaining, settlement |
