Getting to Yes
The standard against which any proposed agreement should be measured, BATNA stands for...
Best Alternative To a Negotiated Agreement
This is the process of arguing or deciding which outcome — or set of outcomes — matters more
Weighing impacts
This Athenian philosopher is known by many as the "father of rhetoric."
Aristotle
Katia Belov and Omar Firat, the founders of Oodle, met at this school in Illinois.
University of Chicago
Positional bargaining can be split into these two types, both of which can pose significant disadvantages to the bargainers.
Hard and soft
These are the three elements of argument structure we learned in Unit 4.
Claim, evidence, and impact
This technique, named after its creator, aims to listen to the interlocutor's ideas first and then asking questions to determine the strength of their argument.
This member of the town of Graywick was called a "lover of the past."
Titus Shaw
This style of negotiation, argued for in Getting to Yes, provides a stronger alternative to positional negotiation.
Principled negotiation
This element of ethos demonstrates that the speaker is morally upright.
Arete
This branch of oratory assigns praise or blame in the present.
Demonstrative oratory (Epideictic)
These three branches of philosophy cover the topics of values, knowledge, and reality.
Axiology, Epistemology, Metaphysics
This term names the fact that everyone involved in a negotiation is human, and thus prone to human weaknesses like getting emotional or communicating poorly.
The People Problem
This element of ethos demonstrates the speaker's goodwill for the audience.
Eunoia
This type of oratory aims to persuade an adversarial audience.
Deliberative oratory (a.k.a. symbouleutikon)
Forming a hypothesis, the second detective skill, determines WHO and WHY, but aims to do so in a way that has simplicity and this.
Fit
These are the four parts of the "The Method" suggested by the authors of Getting to Yes.
Separate the people from the problem; focus on interests, not positions; invent options for mutual gain; insist on using objective criteria
Aristotle organized rhetoric into these five canonical elements.
Speaker (ethos), Occasion (kairos), Audience (pathos), Purpose (telos), and Subject (logos)
This is the event or occurrence that prompts rhetorical discourse.
Exigence
The Marshall Plan, created by George Marshall, was created for this purpose.
Repair Europe after WWII, maintain US/global economic stability, avoid spread of communism