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| process of formal communication, either face to face or electronic, where two or more people, groups or organizations come together to see mutual agreement about an issue or issues. |
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| best alternative to a negotiated agreement, known as the negotiators bottom line or reservation point. |
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| defined as his or her opening offer (optimistic value of the issue being negotiated) |
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| unspoken motivation or reason that underlies any given negotiation position. |
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| considered to be those nogotiated outcomes that the negotiator must have in order to reach a successful outcome to the negotiation. |
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| refers to those negotiated outcomes that a negotiator would like to have as opposed to those outcomes that must be achieved. |
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| step 1: know exactly what you want step 2: Know exactly what they want step 3: propose action in a way that they can accept. |
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| 1. Identify or anticipate the sourcing requirement 2. Determine if negotiation or competitive bidding is required 3. Plan for the negotiation 4. Conduct the negotiation 5. Execute the agreement |
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| an aspiration or vision to work toward in the future |
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| items or topics to be resolved during the negotiation. |
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Term
| bargaining or settlement zone |
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| the heart of the negotiation process as any proposal or counterproposal offered outside of this range is likeley to be rejected by the other party because it is not what they are willing to settle for. |
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| overall approach used to reach a mutually beneficial agreement with a supplier that holds different points of view from the buyer. |
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| the ability to influence another person or organization to do something. |
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| sources of negotiation power |
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Definition
| 1. informational 2. reward 3. coercive 4. legitimate 5. expert 6. referent |
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Term
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Definition
| 1. low ball 2. honesty and openness 3.questions 4. caucus(time out) 5. Trial balloon 6. price increase threat 7. high ball 8. best and final offer 9. silence 10. planned concessions 11. venue |
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Term
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Definition
| integrative or collaborative, seeks to expand the value or resources of outcomes available to all parties through cooperative negotiation |
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Term
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Definition
| two or more parties are competing over a fixed value with the winner taking the larger share. |
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