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6 Cards in this Set
- Front
- Back
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Soft negotiators |
Values the relationship more than the outcome and will back down on issues in the interest of reaching agreement. |
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Hard negotiators |
Committed to winning, even at the cost of the relationship. |
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Principled negotiation |
Negotiators aim for mutual gain, applying interest-based relational negotiating or integrative bargaining. |
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Negotiation |
The prices in which two of more parties work together to reach agreement on a matter. |
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BATNA |
Best alternative to a negotiated agreement |
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Negotiating process |
Preparation Relationship building Information exchange Persuasion Concessions Agreement |
