This term originated from analysis of negotiations conducted via email. There is a tendency for people involved in email negotiations to attribute sinister motives to people whom they have not formed any social relationships with. Participants in email negotiations are more likely to suspect the other person of lying or deceiving them, relative to negotiations [...]
We all like responses (either verbal or non-verbal) when we make an offer. When we take a position, express an opinion, or ask for something we expect a reaction. If the other party remains silent, there is a tendency to offer more information, make a concession, or fill in the void the silence makes by [...]
People and organizations that have a vested interest in the outcome of the negotiation. They are rarely at the negotiating table, and are often not directly involved at all.
A high level or approach in the amount of risk that a negotiator is prepared to accept in a negotiation.. A negotiator who decides to gamble rather than accept the sure thing, and who has the expectation that they will gain more in a negotiation is said to be risk-seeking.
Also sometimes referred to as the "salami-slice strategy." Much like the "Divide and Conquer" process. Uses threats and alliances to overcome opposition. Using this tactic, an aggressive negotiator can eventually politically dominate the entire negotiation, piece by piece. In this fashion, the "salami" is taken in "slices" until the other side realizes (too late) that [...]
Set up sellers or buyers to compete against one another. In a reverse auction most participants can see the latest price they need to beat. Today many companies use Internet-based reverse auctions.
The process of using formal requests for information, proposals and price quotes.
A low level or approach in the amount of risk that a negotiator is prepared to accept in a negotiation. A negotiator who decides to accept the "sure thing" where a result is certain to be achieved is said to be "risk-averse", and is not willing to gamble further on a potential negotiated result.
In negotiation it is wise to ask yourself, "How would I feel if the other party did this to me?" If you conclude that you would not like it, it means the behavior in question may be regarded as unethical.
Face is the value a person places on his or her public image, reputation, and status relative to other people involved in the negotiation. Direct threats to face in a negotiation include making ultimatums, criticism, challenges, and insults. When negotiating in a group environment (i.e. there is an audience), "saving face" often becomes very important [...]