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.
A temporary union between two or more individuals or groups for a common aim or goal. A relatively common practice utilized in multi-party negotiations, used to gain advantage in the negotiation. Coalitions are more common when negotiators' stand to gain more through collaboration than through competing.
This technique seeks to tie existing and future contracts into the content of ongoing negotiations. In a large organization, two buyers can deal with the same supplier without knowing it. If negotiations can be made to intersect, the leverage of one may extend to the other.
Negotiators often find it useful to limit their own authority. This provides opportunities for a negotiator to gather information, test the other side's positions, and explore potential concessions prior to being pressured into making a decision.
Limits can involve time, money, authority, capacity, or expertise. "I can't agree to anything longer than 90 days." "We only have $$$ to spend." I don't have the authority to sign this." Limits provide opportunities for discovery. Options that might be available considering your limits. Limits can be real or imaginary.
Make your agreement contingent upon the other side agreeing to another, maybe unrelated issue.
A formalised legal process to resolve a dispute through legal action in the form of a lawsuit. It often entails a contractual issue. It is the act of either bringing or challenging a lawsuit.
don't dwell on your own poor negotiating position—your pressures. Remind yourself that the other side also has pressures. Turn your attention to their pressures, not yours.
A negotiation result where all parties to a negotiation leave resources or gold on the table at the conclusion of a negotiation and fail to recognize or exploit more creative options that would lead to a "win-win" negotiated outcome. A term also used in "Game Theory" and Economics.