GLOSSARY

GLOSSARY

1. 3. Accommodative style: Prioritizing the interests of the other party over one´s own to maintain the relationship.

2. 1. Arbitration: A process in which a third party makes a binding decision to resolve a dispute.

3. 2.Avoidant style: A strategy that avoids conflicts, postpones decisions or ignores problems.

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

5. 5. Closing: Final stage of the negotiation where the terms are agreed and the agreement is formalized.

6. 6. Collaboration: Working together between the parties to achieve a satisfactory agreement.

7. 7. Collaborative style: A method that seeks beneficial solutions for all parties, focusing on common interests.

8. 8. Communication: Clear and effective exchange of information between the parties during the negotiation.

9. 9. Competition: Rivalry between the parties for limited resources or benefits.

10. 10. Competitive style: Focus on maximizing ones own benefits, even if it harms the other party.

11. 11. Compromise style: Seeking agreements based on quick mutual concessions.

12. 12. Concession: Partial or total waiver of a point of interest to advance in the negotiation.

13. 13. Conflict: Disagreement or tension between the parties that can arise in a negotiation.

14. 14. Culture: A set of values and practices that influence peoples negotiation styles.

15. 15. Empathy: Ability to understand and share the feelings or perspectives of the other party.

16. 16. Indirect style: Use of implicit or subtle communication to convey key points.

17. 17. Interdependence: Relationship of mutual dependence between the negotiating parties.

18. 18. Interests: Needs, desires, or concerns that motivate the parties in a negotiation.

19. 19. Mediation: Process in which a neutral third party helps resolve conflicts in a negotiation.

20. 20. Negotiation climate: Emotional environment and general attitude that prevails during the negotiation.

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

22. 22. Persuasion: Use of arguments and reasoning to influence the other partys position.

23. 23. Positions: Specific demands or desired outcomes that a party expresses during negotiation.

24. 24. Power: The ability of one party to influence the other during negotiation.

25. 25. Preparation: Planning process before a negotiation to identify objectives, interests, ad alternatives.

26. 26. Straightforward style: Focus on clarity and directness, without bluntness or ambiguity.

27. 27. Strategy: A general plan that guides decisions and actions in a negotiation.

28. 28. Tactical: Specific action designed to advance the negotiation or influence the other party.

29. 29. Trust: Relationship of security and credibility between the parties.

30. 30. ZOPA: Possible Agreement Zone; range where the interests of the parties can coincide.