Glossary Unit 1

Glossary Unit 1

1. Accommodative Style

   • Prioritizing the interests of the other party over one´s own to maintain the relationship.
   • Avoidant Style
     • A strategy that avoids conflicts, postpones decisions or ignores problems.
     • BATNA
       • Best Alternative to a Negotiated Agreement; the backup plan if no agreement is reached.
       • Collaboration
         • Concession
           • Conflict
             • Culture
               • Empathy
                 • Ability to understand and share the feelings or perspectives of the other party.
               • A set of values and practices that influence people´s negotiation styles.
             • Disagreement or tension between the parties that can arise in a negotiation.
           • Partial or total waiver of a point of interest to advance in the negotiation.
         • Working together between the parties to achieve a satisfactory agreement.
   • Arbitration
     • A process in which a third party makes a binding decision to resolve a dispute.
     • Closing
       • Final stage of the negotiation where the terms are agreed and the agreement is formalized.
       • Collaborative Style
         • Communication
           • Competition
             • Competitive Style
               • Compromise Style
                 • Seeking agreements based on quick mutual concessions.
               • Focus on maximizing one´s own benefits, even if it harms the other party.
             • Rivalry between the parties for limited resources or benefits.
           • Clear and effective exchange of information between the parties during the negotiation.
         • A method that seeks beneficial solutions for all parties, focusing on common interests.

2. Indirect Style

   • Interests
     • Mediation
       • Negotiation Climate
         • Negotiation
           • Persuasion
             • Positions
               • Power
                 • The ability of one party to influence the other during negotiation.
               • Specific demands or desired outcomes that a party expresses during negotiation.
             • Use of arguments and reasoning to influence the other party´s position.
           • The process of communication between two or more parties to reach a mutually acceptable agreement.
         • Emotional environment and general attitude that prevails during the negotiation.
       • Process in which a neutral third party helps resolve conflicts in a negotiation.
     • Needs, desires, or concerns that motivate the parties in a negotiation.
   • Interdependence
     • Preparation
       • Straightforward Style
         • Strategy
           • Tactical
             • Trust
               • ZOPA
                 • Possible Agreement Zone; range where the interests of the parties can coincide.
               • Relationship of security and credibility between the parties.
             • Specific action designed to advance the negotiation or influence the other party.
           • A general plan that guides decisions and actions in a negotiation.
         • Focus on clarity and directness, without bluntness or ambiguity.
       • Planning process before a negotiation to identify objectives, interests, ad alternatives.
     • Relationship of mutual dependence between the negotiating parties.
   • Use of implicit or subtle communication to convey key points.