Stalling
A tactic that avoids reaching agreement by claiming without justification the need for more time.
Stonewalling
Demonstrating by your actions or words that you are not open to new solutions. Some negotiators stonewall to see if the other side will capitulate.
Stakeholder
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.
Reverse Auction
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.
Reverse Golden Rule
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.
RFX
The process of using formal requests for information, proposals and price quotes.
Risk Averse
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.
Risk-Seeking
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.
Salami Tactics
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 [...]
Salary Negotiations
Salary negotiation is a process where one party (usually the employee) negotiates the amount of their pay, income, earnings, commission, salary, wages, wage remuneration, annual review, or salary raise with another party (usually a representative of the employer, such as their manager).