Negotiation Terminology

Start with the flashcards

The flashcard deck introduces language used in negotiation, including bargaining mix, initial offer, target point, resistance point and BATNA. It also lists positive, negative and neutral bargaining ranges. Start by looking through the terms, then cover the explanations and try to recall them. Return to the cards that need more attention.

As you work, notice which terms you can explain in your own words and which ones you might confuse. The deck provides a starting point for building familiarity with the vocabulary before moving on to the mind maps.

Use the mind maps for context

The glossary mind maps cover terms including accommodative and avoidant styles, arbitration, collaboration and competition. Some explain an accommodative style as prioritizing the other party's interests to maintain the relationship. They also describe arbitration as a process in which a third party makes a binding decision to resolve a dispute.

After using the cards, look for familiar terms in a mind map. Compare how the map presents them with what you remember from the deck. Other entries, such as communication, closing and strategy, offer more terminology to explore.

Bring the resources together

Negotiation Terminology is a section of the Negotiation unit in Business administration and management (incl. project management). Use the resources here to get comfortable with the language before exploring the rest of the unit. Teachers can also use the glossary entries as material for discussion.

There are no quizzes listed on this topic page. Instead, use the flashcards to check your recall and the maps to look at terms in context. Move between them when you want another way to review a word. Choose a mind map and see which terms you recognize.