Negotiation Strategies Flashcard

Front

What is the target point in negotiation?

Back

The point at which a negotiator would like to conclude negotiations

Front

What is the resistance point in negotiation?

Back

The price beyond which a negotiator will not go.

Front

What is the bargaining range in negotiation?

Back

The spread between the resistance points

Front

What is BATNA in negotiation?

Back

Best Alternative to a Negotiated Agreement

Front

What is the purpose of indirect assessment in negotiation?

Back

To determine the other party's target and resistance points

Front

What is the purpose of providing alternatives in negotiation?

Back

To create more options for the counterpart

Front

What is the tactic of 'Splitting the Difference' in negotiation?

Back

Suggesting to divide the difference between two positions.

Front

What is the tactic of 'Lowball/Highball' in negotiation?

Back

Using extreme offers to change the anchor of potential negotiation settlements.

Front

What is the purpose of 'Assume the Close' technique in negotiation?

Back

To create a sense of urgency for the other party to agree quickly

Front

What is the potential risk of using hardball negotiation tactics?

Back

They may backfire and lead to revenge motivations.