glossary

glossary

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.

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

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

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

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

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

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

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

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

13. Culture: A set of values and practices that influence people's negotiation styles.

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

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

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

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

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

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

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

21. Persuasion: Use of arguments and reasoning to influence the other party's position.

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

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

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

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

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

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

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

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

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