TIPO
identifies how trust influences your use of information and power affects the way you develop options or solutions to solve or resolve a current problem, conflict, or situation
TIPO MODEL
WE WILL DO IT YOUR WAY
COMPLY
The best outcome each negotiator hopes to achieve from a negotiated agreement.
ASPIRATION POINT
A communication process involving two or more people/groups where:
1.the parties have a degree of difference in positions, interests, goals, values or beliefs
2.
the parties strive to reach an agreement on issues or course of action
NEGOTIATION
This is the foundation of relationships with others and faith in a system.
TRUST
NOT NOW MAYBE LATER
EVADE
The range between one party’s aspiration point and their reservation point.
The person or group with whom you are engaged in negotiations
OPPOSITE
MY WAY OR THE HIGHWAY
INSIST
An alternative that, should negotiations fail, you are willing and able to execute without the opposite negotiator’s participation or permission.
BATNA
What you want or, depending on the situation, what you need.
POSITION
LETS SPLIT THE DIFFERENCE AND CALL IT A DAY
SETTLE
A statement of terms with no room for adjustment.
DEMAND
The least favorable option or offer either party might accept. It’s your bottom-line in the negotiation
RESERVATION POINT
This strategy depends heavily on each party’s collaborative efforts and desire to achieve a mutually satisfactory outcome.
COOPERATIVE NEGOTIATION STRATEGY
It is the underlying reason behind your position.
INTEREST
The area of overlap between each party's Bargaining Range
ZOPA