Editing Negotiation (section)

== <span style="color: #FFFFFF;">Remembering</span> ==
Key terms:

* '''BATNA''' (Best Alternative to a Negotiated Agreement) � what you will do if talks fail. The stronger your BATNA, the more leverage you have.
* '''Reservation price''' � the least favorable deal you are willing to accept; your walk-away point.
* '''ZOPA''' (Zone of Possible Agreement) � the range between both parties' reservation prices where a deal can exist. If there is no ZOPA, no deal is possible.
* '''Anchor''' � the first number or offer put on the table. It disproportionately shapes the final outcome.
* '''Distributive negotiation''' � a fixed-pie situation where one party's gain is the other's loss (e.g., haggling over a car price).
* '''Integrative negotiation''' � a situation where both parties can create additional value by trading across issues of different priority.
* '''Concession''' � giving up something in exchange for something else (or as a goodwill gesture).
* '''Interests vs. positions''' � a position is what someone says they want; an interest is why they want it. Negotiating on interests opens more solutions.
* '''Logrolling''' � trading concessions on different issues so each party gives up what it values less and gains what it values more.
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