Glossary of Negotiation Terms
Scotwork has been defining negotiation since 1975. We have grown into world-class negotiation specialists and have given our clients the most immersive and compelling negotiation training, advice and coaching.
Negotiation is a process by which parties in conflict reach an agreement by trading issues of lesser importance in return for greater importance in order to reach a deal that is acceptable to all.
NEGOTIATION TERMS
BATNA
What is BATNA?
NEGOTIATION TERMS
ZOPA
What is ZOPA?
NEGOTIATION TERMS
Reservation Price
What is Reservation Price?
NEGOTIATION TERMS
Initial Public Offering (IPO)
What is IPO?
NEGOTIATION TERMS
Negotiation Anchoring
What is anchoring in negotiation?
NEGOTIATION TERMS
Negotiation Concession
What is a concession in negotiation?
NEGOTIATION TERMS
Win Lose Negotiation
What is Win Lose Negotiation?
NEGOTIATION TERMS
NEGOTIATION TERMS
Principled Negotiation
What is principled negotiation?
