FAQs/Glossary

Trade-offs that require each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue.

Usually a temporary agreement between two or more individuals or groups to help them reach a common goal. Sometimes found in multi-party negotiations to help the coalition gain an advantage.

A psychology theory that says if I like Joe and you like Joe, we are likely to find other things we both like. This principle applies to the attitudes of people towards other persons, objects, or ideas. It also works in reverse. If I like Joe and you don't like Joe, we will have trouble [...]

A negotiation process that occurs between employers (or their representatives) and the representatives of a union to negotiate issues that consists of wages, hours of work and other conditions of employment. Normally results in a written contract that is defined by specific time duration – "life of the contract". Doesn't necessarily comprise bargaining as the [...]

This term refers to the area of agreement or a basis for an understanding, that is mutually agreed upon by all parties to a negotiation. Having a shared enemy or a shared problem can unite people and build trust. Having a common goal or a common problem dilutes the perception that the interests of the [...]

Used to lower expectations of the other party. "I can get this from your competition for $$$." "If you don't lower your price I need to go out to bid on this." "Everyone else is offering this option at no extra cost." "This is the last one available for three months, if you don't want [...]

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 [...]