Anchoring, Using a reference point to influence the outcome of a negotiation, Best Alternative to a Negotiated Agreement (BATNA), The most favorable alternative course of action if the negotiation fails, Counteroffer, A new offer made in response to an initial one, Deadline, A specific date or time by which an agreement or offer must be accepted, Leverage, The power or ability to influence a situation or outcome, Non-negotiable, Not open to discussion or change, Proposal, A plan or suggestion for a course of action, Win-win, A situation in which both parties benefit, Walk away point, The point at which a negotiator is willing to end the negotiation, Bargaining, The process of negotiating the terms of an agreement, Concession, An act of giving up something to reach an agreement, Mediation, The process of resolving a dispute with the help of a neutral third party, Ultimatum, A final demand or statement of terms, the rejection of which will result in a breakdown of negotiations, ZOPA (Zone of Possible Agreement), The range of possible agreements that can be reached in a negotiation, Good faith negotiation, The process of negotiating in an open, honest, and sincere manner, Bogey, A hypothetical or expected outcome used as a benchmark in a negotiation, Accommodating, A negotiating style characterized by a willingness to prioritize the needs of others before one's own, Assertive, A negotiating style characterized by a confident and direct approach, Avoiding, A negotiating style characterized by a desire to avoid conflict or confrontation, Collaborative, A negotiating style characterized by a willingness to work together to achieve a common goal and find a mutually beneficial solution, Competing, A negotiating style characterized by a strong desire to win and a focus on one's own interests, Compromising, A negotiating style characterized by a willingness to make concessions to reach an agreement

Negotiation Terms C1

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