War and Peace in an Age of Terrorism: Reader Summary

Positional Bargaining

A negotiation strategy where each party takes a position, argues for it, and makes concessions to reach a compromise.

Underlining Concerns

The interests and needs that drive each party's position in a negotiation, often obscured by the positions themselves.

Principled Negotiation

A negotiation method focusing on interests rather than positions, aiming to produce wise agreements efficiently.

Saving Face

The need for individuals to reconcile their beliefs and past actions with their positions in negotiation to maintain dignity.

Objective Criteria

Standards that are independent of either party's will, used during negotiations to ensure fairness and wisdom in outcomes.

Soft Positional Bargaining

A negotiation style that prioritizes relationships and agreement, often at the expense of objective outcomes.

Hard Positional Bargaining

A negotiation approach focusing on victory through demading concessions and exerting pressure.