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25 Cards in this Set
- Front
- Back
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Negotiation |
A discussion set up or intended to produce a
settlement or agreement. |
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party |
A group gathered for a special purpose or task
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outcome |
An end result; a consequence.
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BATNA |
The best alternative to a negotiated agreement, low acceptable value (outcome) to an individual for a negotiated agreement. |
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opponent |
person who is on an opposing side in a game, controversy, or the like; adversary.
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deal |
An agreement, especially one that is mutually beneficial.
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decision making |
the cognitive process of reaching a decision
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debating |
To engage in argument by discussing opposing points. To engage in a formal discussion or argument.
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competing style-strategy |
I win-You loose |
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collaborating style-strategy |
I win - you win |
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avoiding style-strategy |
I loose - you loose |
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accommodating style-strategy |
You win-I loose |
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compromising style-strategy |
I win some you win some I loose some you loose some |
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avoiding style-strategy |
I loose You loose |
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auction tactic |
Thebidding process is designed to create competition.When multiple parties wantthe same thing, pit them against one another.
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brinksmanship tactic |
Oneparty aggressively pursues a set of terms to the point at which the othernegotiating party must either agree or walk away.
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bogey tactic |
Negotiatorsuse the bogey tactic to pretend that an issue of little or no importance to himor her is very important.
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chicken tactic |
Negotiatorspropose extreme measures, often bluffs, to force the other party to chicken outand give them what they want.
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defence in depth tactic |
Severallayers of decision-making authority is used to allow further concessions eachtime the agreement goes through a different level of authority
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deadlines tactic |
Givethe other party a deadline forcing them to make a decision.
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flinch tactic |
It isshowing a strong negative physical reaction to a proposal.
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good guy-bad guy tactic |
usedin team negotiations where one member of the team makes extreme or unreasonabledemands, and the other offers a more rational approach.
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highball-lowball tactic |
sellersor buyers use a ridiculously high, or ridiculously low opening offer that willnever be achieved
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nibble tactic |
Nibblingis asking for proportionally small concessions that haven’t been discussedpreviously just before closing the deal
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snow job tactic |
Negotiatorsoverwhelm the other party with so much information that he or she hasdifficulty determining which facts are important, and which facts arediversions.
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