glosary unit 1

glosary unit 1

1. 1.Accommodative style

   • Prioritizing the interests of the other party over one's own to maintain the relationship.
   • 2.Arbitration
     • A process in which a third party makes a binding decision to resolve a dispute.
   • 3.Avoidant style
     • A strategy that avoids conflicts, postpones decisions or ignores problems.
     • 4. BATNA
       • Best Alternative to a Negotiated Agreement; the backup plan if no agreement is reached.
       • 24. Power
         • The ability of one party to influence the other during negotiation.
         • 26. Straightforward style
           • Focus on clarity and directness, without bluntness or ambiguity.
           • 28. Tactical
             • Specific action designed to advance the negotiation or influence the other party.
             • 30. ZOPA:
               • Possible Agreement Zone; range where the interests of the parties can coincide.
   • 5. Closing
     • Final stage of the negotiation where the terms are agreed and the agreement is formalized.
     • 25. Preparation
       • Planning process before a negotiation to identify objectives, interests, ad alternatives.
       • 27. Strategy
         • A general plan that guides decisions and actions in a negotiation.
         • 29. Trust
           • Relationship of security and credibility between the parties.

2. 6. Collaboration

   • Working together between the parties to achieve a satisfactory agreement.
   • 7. Collaborative style
     • A method that seeks beneficial solutions for all parties, focusing on common interests.
     • 14. Culture
       • A set of values and practices that influence people's negotiation styles.
       • 21. Negotiation
         • The process of communication between two or more parties to reach a mutually acceptable agreement.

3. 8. Communication

   • Clear and effective exchange of information between the parties during the negotiation.
   • 9. Competition
     • Rivalry between the parties for limited resources or benefits.
     • 15. Empathy
       • Ability to understand and share the feelings or perspectives of the other party.
       • 22. Persuasion
         • Use of arguments and reasoning to influence the other party's position.
         • 23. Positions
           • Specific demands or desired outcomes that a party expresses during negotiation.

4. 10. Competitive style

   • Focus on maximizing one's own benefits, even if it harms the other party.
   • 11. Compromise style
     • Seeking agreements based on quick mutual concessions.
     • 20. Negotiation climate
       •  Emotional environment and general attitude that prevails during the negotiation.

5. 12. Concession

   • Partial or total waiver of a point of interest to advance in the negotiation.
   • 13. Conflict
     • Disagreement or tension between the parties that can arise in a negotiation.
     • 18. Interests
       • Needs, desires, or concerns that motivate the parties in a negotiation.

6. 16. Indirect style

   • Use of implicit or subtle communication to convey key points.
   • 17. Interdependence
     • Relationship of mutual dependence between the negotiating parties.
     • 19. Mediation
       • Process in which a neutral third party helps resolve conflicts in a negotiation.