RFQ
Request for Quotation. Often used by buyers and other purchasing professionals when acquiring commodities where price will be the main determining factor.
Renegotiation
Once agreement has been reached, time, performance, and environment become critical components impacting the agreement. Negotiators must continually review agreements in light of what has happened since the agreement was struck. As time passes, performance progresses, and the environment in which the agreement was originally made changes, so should the agreement. This is the time [...]
RFI
Request for Information. Typically sent out by an organization when it wants to buy a product or service but first needs to learn more about what is available in the marketplace and which suppliers can best meet its needs.
Reactance Technique
Using reverse psychology to get someone to agree to move from a firm position. This technique is based upon the human need to assert one's individual freedom when it is challenged. A negotiator achieves the desired "reaction" from the other party by paraphrasing their negotiating position in a way that makes it sound more extreme [...]
Quid Pro Quo
An arrangement where one company (the seller), agrees to sell products or services to a foreign purchaser, but also simultaneously agrees to purchase specified products or services from the foreign partner. Also known as parallel bartering and is the most commonly used form in a countertrade agreement in international business interactions.
Rant ‘N’ Rave Negotiating Style
A negotiator may act crazy or irrationally and make a big scene. Sometimes the other side will give in to their demands simply to get the crazy person to stop doing what they are doing.
Reciprocity
Making similar or like exchanges of information, concessions, introductions, money, or something else of value that are given by one party to another party. Think of: "Tit-for-Tat," or "You scratch my back and I"ll scratch your back," "I did this for you now you owe me." In general we feel obligated to return in kind [...]
Re-Anchor Technique
Once the other party establishes an offer, or anchor point, it is wise to immediately make a counter-offer. This minimizes the importance of the initial anchor point. This also signals your desire to negotiate in that you do not accept the initial offer. Do not adjust your BATNA or target based on this initial anchor. [...]
Red Herring or Garbage on the Lawn
Red Herring or Garbage on the Lawn: A tactic used to divert a party's attention from the real issue to something tangential or unrelated, allowing the diverting party to gain some advantage.
Raise the Bar!
A phrase that is simple to remember, mirroring confirmed research that shows, where one sets their opening position for any and all terms and conditions involved in a negotiation, that open will subsequently directly impact the outcome of the negotiation. One must "Raise the Bar" in order to do better upon completion. Often paraphrased as [...]