Logrolling
Logrolling is a negotiation tactic in which two parties agree to trade concessions on different issues. This can be a useful tactic for reaching an agreement when the parties have different interests or priorities. Let’s imagine Company A and Company B. Company A manufactures electronic devices and wants to expand its market reach by entering […]
Trust
Trust in negotiation is the belief that the other party will behave in a fair and honest manner. It is essential for building rapport and cooperation, and it can help to facilitate the negotiation process. There are a few key factors that can contribute to trust in negotiation. These include: Building trust is essential in […]
Positions
In negotiation, positions are the stated demands of the parties involved. They are what the parties say they want to achieve in the negotiation. Positions are often based on interests, but they are not always the same thing. For example, a buyer might say that their position is to get the lowest possible price for […]
Interests
In negotiation, interests are the underlying needs, desires, and concerns that motivate the parties involved. They are what the parties are really trying to achieve in the negotiation. Positions, on the other hand, are the stated demands of the parties. They are what the parties say they want to achieve in the negotiation. Positions are […]
Power
In negotiation, power is the ability to influence the other party’s behavior. It can come from a variety of sources, including: There are various sources of power that negotiators can leverage to gain an advantage in the negotiation process. These sources of power include: Effective negotiators understand these different sources of power and use them […]
Value claiming
Value claiming in negotiation is the process of getting as much of the value on the table as possible for yourself. This can be done by making strong demands, being willing to walk away from the negotiation, and using other strategies to get the other party to agree to your terms. Value claiming is an […]
Value creation
Value creation in negotiation is the process of identifying and generating new value that can be shared by the parties involved in the negotiation. This can be done by identifying and addressing the underlying interests of both parties, as well as by brainstorming creative solutions that meet both parties’ needs. Value creation is an important […]
Pareto efficiency
Pareto efficiency, also known as Pareto optimality, is a concept in negotiation theory that refers to a situation where it is impossible to make one party better off without making another party worse off. In other words, Pareto efficiency is a state where no further improvements can be made without making someone worse off. In […]
Integrative negotiation
Integrative negotiation, also known as interest-based bargaining or win-win bargaining, is a type of negotiation in which the parties seek to find a mutually beneficial solution that meets the needs of both parties. In other words, both parties can gain something from the negotiation. This type of negotiation is often used in situations where there […]
Distributive negotiation
Distributive negotiation, also known as distributive bargaining, is a type of negotiation in which the parties aim to divide a fixed pie of value. In other words, one party’s gain is the other party’s loss. This type of negotiation is often used in situations where there is limited availability of resources, such as when negotiating […]