BATNA
Best Alternative To a Negotiated Agreement.
Public flashcard set
Negotiation Fundamentals
Practical negotiation terms for work and business.
business soft-skills
Flashcards
Reservation point
Worst deal you will still accept.
ZOPA
Zone of Possible Agreement between parties.
Interest
Underlying need behind a position.
Position
Stated demand in a negotiation.
Anchor
Initial number that frames the discussion.
Concession
Something you give to move toward agreement.
Win-win
Outcome where both sides gain value.
Walk-away
Leaving when terms are unacceptable.
Leverage
Power to influence the other side.
Deadline
Time constraint that shapes urgency.
Trade-off
Giving one thing to get another.
Rapport
Trust/relationship that eases negotiation.
Term sheet
Summary of key deal points.