GLOSSARY

GLOSSARY

1. Accommodative style:

2. Accommodative style:

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

3. Arbitration:

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

4. Avoidant style:

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

5. BATNA:

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

6. Closing:

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

7. Collaboration:

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

8. Collaborative style:

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

9. Communication:

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

10. Competition:

    • Rivalry between the parties for limited resources or benefits.