GLOSARIO

GLOSARIO

1. Arbitration:

   • A process in which a third party makes a binding decision to resolve a dispute.

2. Positions

   • Specific demands or desired outcomes that a party expresses during negotiation.

3. Avoidant style

   • A strategy that avoids conflicts, postpones decisions or ignores problems.

4. Negotiation:

   • The process of communication between two or more parties to reach a mutually acceptable agreement.

5. Accommodative style:

   • Prioritizing the interests of the other party over one's own to maintain the relationship.

6. Strategy

   • A general plan that guides decisions and actions in a negotiation.

7. BATNA:

   • Best Alternative to a Negotiated Agreement; the backup plan if no agreement is reached.

8. Closing:

   • Final stage of the negotiation where the terms are agreed and the agreement is formalized.

9. Collaboration:

   • Working together between the parties to achieve a satisfactory agreement.

10. Collaborative style:

    • A method that seeks beneficial solutions for all parties, focusing on common interests.

11. Communication:

    • Clear and effective exchange of information between the parties during the negotiation.

12. Competition:

    • Rivalry between the parties for limited resources or benefits.

13. Competitive style:

    • Focus on maximizing one's own benefits, even if it harms the other party.

14. Empathy:

    • Ability to understand and share the feelings or perspectives of the other party.

15. Negotiation climate:

    • Emotional environment and general attitude that prevails during the negotiation.

16. Mediation:

    • Process in which a neutral third party helps resolve conflicts in a negotiation.

17. Compromise style:

    • Seeking agreements based on quick mutual concessions.

18. Concession:

    • Partial or total waiver of a point of interest to advance in the negotiation.

19. Conflict

    • Disagreement or tension between the parties that can arise in a negotiation.

20. Culture:

    • A set of values and practices that influence people's negotiation styles.

21. Indirect style:

    • Use of implicit or subtle communication to convey key points.

22. Interdependence

    • Interdependenc: Relationship of mutual dependence between the negotiating parties.

23. Interests:

    • Needs, desires, or concerns that motivate the parties in a negotiation.

24. Persuasio

    • Use of arguments and reasoning to influence the other party's position.

25. Power:

    • The ability of one party to influence the other during negotiation.

26. Preparation:

    • Planning process before a negotiation to identify objectives, interests, ad alternatives.

27. 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.