Glossary

A term used to describe the nature of the “prisoner’s dilemma” in game theory. It is used to highlight the competitive tension between the subjects involved. (Howard Raiffa, The Art and Science of Negotiation [Harvard University Press, 1982], 347) See also: Sharing the Market, Practice Taking Risks, and the Negotiation Roleplay Simulation: Win As Much As … Read social trap

A framework for understanding and analyzing negotiation. The seven elements include interests, legitimacy, relationships, alternatives, options, commitments, and communication. A seven-elements approach can be particularly helpful during pre-negotiation preparation. (Michael L. Moffitt and Robert C. Bordone, eds., The Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 280). … Read seven elements

The notion that all difficult conversations carry a common underlying structure that can be divided into three distinguishable categories or “conversations”; 1) The “What Happened?” Conversation, 2) the Feelings Conversation, 3) and the Identity Conversation. (Douglas Stone, Bruce Patton and Sheila Heen, Difficult Conversations: How to Discuss What Matters Most [Viking/Penguin, 1999], 4, 7). See … Read three conversations

Zone of Possible Agreement: The bargaining range created by the two reservation values. The ZOPA defines a “surplus” that must be divided between the parties. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 19). See Also: Creating Value Through Haggling, Setting the Stage for Negotiation Success, Dealmaking: Six … Read ZOPA

The tendency to view a negotiation as purely distributive; what one side wins, the other side loses. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 168). See Also: How Negotiation Role-Play Simulations Can Help Solve Environmental Disputes, Conflict Management Techniques: Should You Take Your Dispute Public?, How Negotiation … Read zero-sum approach

The part of a “difficult conversation” that addresses disagreements about what has happened or what should happen, who’s right and who’s wrong. (Douglas Stone, Bruce Patton and Sheila Heen, Difficult Conversations [Viking/Penguin, 1999], 7) … Read what happened? conversation

Worst Alternative to a Negotiated Agreement: In a negotiation, your WATNA represents one of several paths that you can follow if a resolution cannot be reached. Like its BATNA counterpart, understanding your WATNA is one alternative you can use to compare against your other options along alternative paths in order to make more informed decisions … Read WATNA

Actions away from the negotiating table that shape and reshape the situation to a negotiator’s advantage. Changes in setup may include approaching the right parties to participate in the negotiation, setting the right expectations, or dealing with the right issues that engage the right set of interests. (David A. Lax and James K. Sebenius, 3-D … Read setup

A conflict is said to be “ripe” for settlement or negotiation when it has reached a stalemate, or when all of the parties have determined that their alternatives to negotiation will not get them what they want or need. In this case, they are likely to be ready to negotiate a settlement that will attain … Read ripeness

Translation of BATNA into a value at the table – the amount at which you are indifferent between reaching a deal and walking away to your BATNA. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 19) … Read reservation value