This is a glossary of negotiation related terms brought to you by NegotiationTraining.com and TableForce
Jū: gentle, supple, flexible, or yielding. Jutsu: technique of manipulating an opponent's force against themselves rather than confronting it with one's own force. One of the most common frustrations I hear from supply chain professionals across the globe is the practice of “back-door” selling to the purchaser’s internal clients. Specifically, sellers go around a [...]
Face negotiation theory explains how we manage conflict based on our culture or how we were brought up. The image or “face” we put on for the public correlates with our needs and wants. Individualistic societies like the United States tend to solve conflict through competition or more combative measures while collective societies found [...]
Zone of Possible Agreement (also called the "bargaining range") exists if there is a potential agreement that would benefit all parties more than their alternative options. It is the range or area in which an agreement is satisfactory to both parties involved in the negotiation process. Often also referred to as the "Contracting Zone". Negotiation [...]
A threat of no agreement used to force closure, often expressed as "take it or leave it."
Part of planning your negotiation strategy. Worth analysis is different from cost analysis. In worth analysis, all economic and psychological factors are considered. Worth is the power to satisfy wants. Its value depends upon what is considered useful or desirable to a person in a particular situation. Cost is only one of the many elements [...]
A process often employed in "Group" or "Multi Party" negotiations to reach a decision or agreement by the involved negotiating parties. A unanimous decision is only achieved when all the negotiating parties are in total accord in making a decision or an agreement. Requires a group's decision to be unanimous—as opposed to a majority vote [...]
Yields and Shields ᵀᴹ The idea of trading lower value items for those of higher value is universal in all negotiations. TableForce has labeled these negotiable items as Yields and Shields. "Yields" are low value, willing to give up, let go, concede and "Shields" are must haves, cannot conceded, the boss says "never"! [...]
One reason some negotiations fail is because they get stuck on a single issue. Having flexibility to remove a troublesome issue from a negotiation can pave the way to agreement.
See definition for Distributive Negotiation.
Letting individuals express their frustrations, disappointment, anger, or feelings regarding an issue or event helps relieve tension in a negotiation and helps create a bridge to agreement. When a negotiation becomes heated, allow time for participants to vent. This often helps get a negotiation back on track.