negotiation terms

absolutist-relativist disparity

general tendency, in assessing ethical behavior, to perceive others in absolutist terms and attribute the causes of their behavior to a violation of absolutist principles (ie., “it is wrong to lie”), and, conversely, to perceive one’s own behavior in more relativistic terms, justifying an occasional minor transgression for good reasons (ie ., “the lie I told was perfectly justifiable under the circumstances)

anchoring

• form of cognitive bias

• tendency for a negotiator to be influenced by a standard (or anchor) against which subsequent adjustments (gains or losses) are measured

one party’s opening offer is often treated as a real, valid benchmark by the other party in determining his first offer and assessing his resistance point, influencing them in the direction of that opening offer

this is an example of

anchoring

anticipation

• a form of perceptual distortion

• expectation of encountering certain attributes and qualities in another person

• ex., projection, selective participation

accommodation (aka yielding)

an initial unilateral strategy chosen when concern for relationship goals is high and concern for substantive outcome is low, a win-lose strategy in the opposite direction

alternative

an outcome that can be achieved by completing a different deal with a different party

aspirations

• a party’s goals / the settlement terms a party hopes to achieve

• research indicates, all things being equal, that higher aspirations lead to more favorable settlements

attributional error (aka actor-observer effect)

tendency to attribute