This tactic plays upon your ethics, or lack thereof. You may be baited with an agreement that is clearly to your advantage, but contrary to your discussions. The danger lies in you quickly signing the agreement before the other party realizes their error or omission. Later, after performance of the agreement has begun, and you [...]
A surprise treat or concession provided at or near closing the agreement that has no strings attached. The Japanese call these bonuses "delight factors." Wise negotiators save a few items to give away as delight factors. These raise the satisfaction of the other party far more than their cost to you.
The bottom of the range of acceptable outcomes is called your Least Acceptable Result. The highest point in the whole range of potential outcomes at which you expect to meet all of your goals is called your Maximum Supportable Position.
Best Possible Agreement: A collection of those choices that best satisfy all stakeholders" interests.
Creative development of ideas to solve a problem without judging the merit of the ideas. A creativity technique generally attributed to Alex Osborn, an advertising executive in the 1950s. The goal of brainstorming is to create a pool of ideas prior to evaluating each idea. Thus the brainstorming process is a synergistic event that avoids [...]
To hold a high risk position in a negotiation where the margin between success and failure is slim.
Each side concedes something of value. Trade-offs made during a negotiation that hopefully bring the parties closer to agreement and help bridge differences.
Giving into something in order to reach an agreement. Concession is sometimes used to indicate a one-sided move, whereas a "trade" or "exchange" describes that each side gave and received.
Your concession strategy is a plan of the goals / positions and sometimes the underlying interests that you will be trading with the other party. Before you enter the negotiations, at the very least you should have clarity on your and the other party's goals, and a sequence of which goals you want to [...]
Cross-cultural conflicts are often influenced by self-serving, disparaging, and retaliatory actions derived from historical events that have occurred between the parties. Each party has a tendency to choose its own events to justify biased actions taken during the negotiation. At the same time each side to the negotiation will use its bias to exaggerate the [...]