Styles and Goals
This "problem-solving" style or strategy seeks to find "elegant solutions" by brainstorming options and discovering underlying problems.
What is collaborative?
In the traffic analogy, "slowing down to assess the situation" represents this first stage of negotiation.
What is preparation?
This is the first of three main functions of info exchange, used to create a positive mood for communication.
What is establishing rapport?
This effect describes how people are unconsciously affected by the first number named in a negotiation.
What is anchoring?
This tactic involves requesting a small, extra concession just as the deal is seemingly done.
What is "the nibble"?
Shell identifies this as the "one truth" about a successful bargaining style.
What is "learn to be yourself"?
In this quadrant of the situational matrix, the relationship is secondary to the stakes, as seen in a house sale between strangers.
What are competitive transactions?
This principle states that we trust others more when we see them as similar to us in attitudes, appearances, or affiliations.
What is the similarity principle, or liking rule?
This process trades off between multiple issues to "make the pie bigger".
What is integrative bargaining?
This technique is popular because it appeals to fairness and is quick, but it can be a trap if the midpoint is unfair.
What is splitting the difference?
This is a firm "belief about what we ought reasonably to accomplish" that gives conviction to your statements.
What is an expectation?
This quadrant of the situational matrix is defined by low outcome stakes and a limited future relationship.
What is tacit coordination?
Skilled negotiators spend 21.3% of their time at the table doing this, more than double average negotiators.
What is asking questions?
This strategy involves accommodating a party's most important priorities in exchange for reciprocal moves on your own.
What is logrolling?
This psychological effect makes people want things more urgently when they think supply or time is running out.
What is the scarcity effect?
This acronym describes the overlap between the buyer’s and seller’s bottom lines.
What is ZOPA?
This is the best strategy for Quadrant II situations, such as marriages or work teams, where the relationship matters most.
What is accommodation?
If your leverage is weak but you want to act firm, you should emphasize this.
What is the uncertain future?
This specific formula ensures you never make a concession without linking it to a mutual move from the other party.
What is the "if...then" formula?
This occurs when people irrationaly continue a deal simply because they have invested a lot of time in it.
What is overcommitment?
Negotiators who focus only on this tend to relax too early and give away value.
What is the bottom line? (or walkaway, reservation, resistance price/point)
Research indicates that the single most important step in becoming an effective negotiator is this.
What is acquiring a habit of effective preparation?
This is the strategic "rule of thumb" used to uncover the other side's needs before revealing your own.
What is "Probe first, disclose second"?
This is defined as the highest or lowest number for which there is a "presentable case" or "straight face" argument.
What is an aggressive opening?
According to Shell, the goal of all negotiations is to secure this, not merely an agreement.
What is commitment?