Nickel-And-Diming
Asking for "just one more thing" after both parties are presumed to be in agreement.
No Authority
Refusing to make a decision or come to an agreement because you are not allowed to. When you limit your own authority you gain flexibility in the negotiating process.
Nonverbal Behaviors
Much research has been done that demonstrates that nonverbal communication may be more significant than verbal communication. In one study, 35% of the message in conversations was conveyed by the spoken word while the other 65% was communicated nonverbally. In the Albert Mehrabian study, conducted at UCLA, the breakdown was as follows: 7% of the [...]
Missing Person Maneuver
The person with final authority disappears just as the parties reach agreement. Nothing can be done until he or she returns, and nobody is quite sure when that will be. The side that uses the "missing person" maneuver is buying time to see if they can get a better deal from someone else before they [...]
Multi Party Negotiations
A negotiation that involves more than two negotiating parties in a negotiation.A negotiation that involves more than two individuals.
Multiple Offers
A technique sometimes employed to offset the possibility of anchoring in an integrative negotiation. Multiple offers are two or more offers or proposals of relatively equal value that are presented simultaneously to invite greater discussion of the issues under negotiation.
Name Dropping
Also referred to as "Association." We do business with a VIP in an important company. Pictures often are displayed of them shaking hands with important people. Plays upon the human tendency of wanting to do business with people who are well connected.
Needs-Based Rule
The distribution determined by the negotiation should be proportional to the needs of each negotiator.
Negotiation Definition
Negotiation is an interactive process between two or more negotiators or parties seeking to find common ground on issues of mutual interest, where the negotiators or parties seek to make a mutually acceptable agreement that will be honoured by all.
Negotiation Agenda
A formal agreed upon list of goals to be achieved or items to be discussed in a particular order during a meeting or negotiation. Agendas can be formal and obvious, or informal and subtle in negotiations. A negotiation agenda can be used to control the negotiation meeting.