We tend to like people whom we perceive to be similar to ourselves. Negotiators are more likely to make concessions with people they know and like. Some negotiators get positive results by purposely making themselves "similar" to the other party: body posture, mood, verbal style, and dress.
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 [...]
A negotiation that involves more than two negotiating parties in a negotiation.A negotiation that involves more than two individuals.
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.
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.
The distribution determined by the negotiation should be proportional to the needs of each negotiator.
The most a buyer is willing to pay is less than the least the seller will accept. There is no “overlap” of acceptable outcomes. Each party’s BATNA (best alternative to a negotiated agreement) provides a better result than reaching agreement. One or both parties will have to adjust or compromise their view for this [...]
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.
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.
A person who acts for or in place of another individual or entity as their representative in a negotiation with a third party. An agent, sometimes referred to as a third party agent, has full or limited authority to act on the behalf of the party they represent.