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| Slightly more active than passive listening, acknowledgment involves indicating by nods or interjections that a message has been heard. It can be mistaken for agreement. |
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| An active listener indicates that he or she understands both the content and the emotional strength what has been said, without necessarily agreeing with or accepting it. |
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| In positional bargaining, the bargaining range, "settlement range," or "zone of potential agreement," is the spread between the resistance points of the opposing sides. |
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| Recommended as an alternative to a bottom line, a BATNA (Best Alternative to Negotiated Agreement) is your planned intention if the negotiations fail to produce an agreement. |
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| Negotiators using the bogey or "straw man" tactic pretend that a trivial issue is quite important so that it can later be traded for major concessions on issues they do consider important. |
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| "Chicken" refers to the game in the film Rebel Without a Cause in which two people drive cars at each other or toward a cliff until one swerves to avoid disaster. Negotiators who use the chicken (or "lock-in") tactic combine a large bluff with a threatened action to force their counterparts to concede. |
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| Conflict is disagreement, opposition, or simply perceived divergence of interests, ideas, or goals, and so forth. It may be defined also as the interaction of interdependent parties who believe that their pursuit of goals is likely to encounter interference from others whose goals are incompatible. |
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| Unlike morals, which are individual and personal beliefs, ethics are broadly applied social standards (or the procedures for establishing them) about what is right and wrong. Ethics arise out of philosophies about the nature of the world that define how people should live together. |
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| Expand the pie is a term used for adding resources in a negotiation in such a way that both sides can achieve their objectives. |
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| In negotiation, an exploding offer contains an extremely tight deadline in order to pressure the other party to stop considering alternatives and agree quickly to the settlement. |
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| Used as a negotiating tactic, a fading opportunity is one that will expire. |
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| In negotiation, a fixed pie is resources that are limited so that the less one side gets, the more the other does. |
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| The good-guy/bad-guy routine is a form of psychological manipulation involving two participants from an opposing side: one is tough, while the other attempts to conciliate the opposition. |
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| A perceptual distortion by generalization, a halo/pitchfork effect occurs when a person uses knowledge of one attribute of an individual to make assumptions about a variety of attributes. |
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| In the hardhearted partner tactic, a negotiator claims to be prevented from agreeing to an acceptable proposal by a partner who is not present. |
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| Negotiators using the highball/lowball tactic start with a ridiculously high or low opening offer that they know they will never achieve in the hope of causing the counterparts to reevaluate their own opening offer and move closer to the resistance point. |
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| Imaging is a negotiation technique in which each side describes both how they see both sides and how they think their counterparts do, and then exchange and discuss these perspectives. |
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| In positional bargaining over a purchase, the initial offer is the first number quoted by a seller. |
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| Integrative (or "principled") negotiation is a collaborative, win-win process, based on pursuing interests, that focuses upon an ongoing relationship between the negotiating parties rather than a successful outcome. |
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| Successful logrolling requires both counterparts to establish more than one issue in a negotiation, among which they agree to trade off so that one side achieves a highly preferred outcome on the first issue, the other side on the second issue. |
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| A microBATNA is the alternative that will be followed if a particular negotiation is left inconclusive. |
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| In contrast to ethics, which are which are broadly applied social standards, morals are individual and personal beliefs about what is right and wrong, |
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| Named after the Oriental art in which an opponent’s strength is used to one’s advantage, negotiation jujitsu counters the basic moves of positional bargaining in ways that direct the counterparts’ attention to the merits of the issues. |
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| Negotiators using the nibble tactic ask for a proportionally small concession/deal on an item that hasn’t been discussed previously in order to close the deal. |
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| Passive listening returns no feedback that a message has been received, let alone understood. |
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| During a brainstorming session, piggybacking is building upon an idea to develop it further. |
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| Positional (or "distributive") bargaining is a competitive, win-lose process, based on maintaining stands, that focuses upon a successful outcome rather than an ongoing relationship between the negotiating parties. |
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| Referred to also as "negotiation on the merits," principled negotiation is a strategy developed at the Harvard Negotiation Project to produce wise outcomes efficiently and amicably. |
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| A perceptual distortion by anticipation, projection occurs when people attribute to others the characteristics or feelings that they possess themselves. |
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| A perceptual distortion by anticipation, selective perception occurs when a person singles out certain information that supports or reinforces a prior belief and filters out that which contradicts the belief. |
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| A negotiator engaging in selective presentation reveals only the facts necessary to support his or her case. |
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| Negotiators doing a snow job (called also a "kitchen sink") are distracting their counterparts with information that is so overwhelmingly extensive or so highly technical that they have trouble determining which facts are real or important. |
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| In a negotiation, the starting point is where bargaining begins, as with the seller’s asking price or the buyer’s initial offer. |
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| A perceptual distortion by generalization, stereotyping occurs when a person assumes that another possesses certain attributes solely on the basis of the other’s membership in a particular social or demographic group. |
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| Tactics are temporary, flexible moves that implement broader strategies, which serve as their framework. |
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| In positional bargaining, a target point is a negotiator’s optimal goal, at which point he or she would like to conclude negotiations. |
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| In negotiation, a trip wire is an imperfect agreement better than the BATNA. |
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| In positional bargaining, the resistance point is a negotiator’s bottom line. |
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