This is a glossary of negotiation related terms brought to you by NegotiationTraining.com and TableForce
Tying A String
Make your agreement contingent upon the other side agreeing to another, maybe unrelated issue.
Worse Product Approach
A buyer finds out what a seller will take by offering to consider a somewhat lower quality item, and then tries to buy the higher quality item for the lower price.
Ultimatum
A threat of no agreement used to force closure, often expressed as "take it or leave it."
Worth Analysis
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 [...]
Unanimity Rule
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
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"! [...]
Unbundling Issues
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.
Zero Sum-game Negotiation
See definition for Distributive Negotiation.
Venting
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.
Walk-away
What you need – as opposed to what you want. The least beneficial terms upon which a party could enter into an agreement. Also referred to as the LAA (Least Acceptable Alternative). the alternative that a negotiator will act on if they are not successful in a negotiation. A walk away may be an alternative [...]