Important topics for Negotiation Quiz

BATNA

Bargaining

Interdependence

Mutual adjustment

Bargaining range/Settlement range/Zone of potential agreement

Value creating

Value claiming

Concession

Issues

Bargaining mix

Resistance point

Goal (i.e., Target)

Opening offer

Range

Interests (purpose, types, etc.)

Hardball tactics (e.g., low/high ball, intimidation, nibble,…)

Integrative tactics (e.g., logroll, bridge,…)

Post-settlement settlement

Cialdini’s principles of persuasion

Greenhalgh’s negotiation process

Dilemma of trust

Dilemma of honesty

Commitment

Threat