Negotiation Skills

What’s inside

• In a negotiation, what does BATNA represent?
• A negotiator with a strong BATNA generally has greater leverage at the bargaining table.
• What is the primary purpose of identifying the other party’s interests?
• In principled negotiation, negotiators should focus on personal positions rather than objective criteria.
• What is the Zone of Possible Agreement (ZOPA)?
• Making several small, conditional concessions can communicate that each concession has a cost.
• Which behavior best demonstrates active listening during a negotiation?
• An anchoring tactic can influence the range of subsequent offers, even when the initial figure is only a proposal.