Little Shot Complex
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.
Lose – Lose Negotiation
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.
Lose – Win Negotiation
Lose-Win refers to a distributive negotiation where one negotiator's loss is the other negotiator's gain. Both negotiators are typically competing to claim the most value from a 'fixed pie' or value negotiation. The term 'lose-win' was popularized by "Game Theory". This is a form of a zero-sum game.
Integrated Framework
A means of negotiation decision making to conceptualise the actions, contingencies of all possible outcomes, options and scenarios. Applied to integrative negotiations with the intention of incorporating the goals and aims of all the negotiating parties to create maximum value through collaborative negotiation.
Integrative Negotiation
A negotiation in which the parties work together to achieve a mutually beneficial agreement. Also known as win-win, interest-based and value-based negotiation. Generally a more complex negotiation that involves multiple issues and multiple parties. A process that focuses on integrating the interests of all parties in a collaborative way to create new value for all [...]
Interests
A party's goals, needs and desires, which underlie a party's demands or positions.
Interest Based Negotiating
Interests are generally considered the motivating factors and underlying reasons a negotiator takes a certain "position." A negotiator's position may be reflected by a combination of factors: economic issues, control issues, security issues, need for recognition, ego, desires, fears, goals. All of these factors influence the negotiating process and the positions each negotiator takes. Interest [...]
Interim Trade
Make an exchange during the negotiation that will not get into the final agreement.
Internal Negotiations
A process that occurs between two or more members or colleagues of the same company, organization or constituency. Colleagues need to negotiate internally usually with their stakeholders - most especially when preparing for an external client, supplier, government, regulatory body or other negotiation. The word 'preparation' is often used interchangeably with the phrase 'internal negotiation'. [...]
Incubation
When attempts to solve a problem, or come to an agreement, have failed, it is often productive to set the work aside for a while to pursue other activities. Sometimes subconscious processes will help the participants come up with new ideas and solutions. Patience and thoughtful reflection are two powerful tools when negotiating.