Glossary

A

- Agreement: A legally binding contract made between two or more persons
- Alternative: Chance to choose between two or more possibilities
- Aspiration: A negotiator's target.

B

- Bargaining: The negotiation of the terms of a transaction or agreement.

C

- Communication: Transmission of meaning from one person to another, wheather verbally or nonverbally.
- Concession: The act of conceding or yielding.
- Conflict: A state of opposition, disagreement or incompatability between two or more people or groups of people.

D

- Deduction: Conclusion or recommendation.

E

- Ethos: An appeal based on the perceived character of the sender of the message.

F

- Final offer: An indication of willingness to sell at a given price; opposite of bid.

G

- Goal: A statement of intent for the direction of the business.

I

- Induction: Supporting information.
- Interdependence: A relationship in which things depend on one another for survival.

L

- Leader: An individual who guides, directs, motivates or inspires others.
- Leadership: The activity of leading.

M

- Memo: A written proposal or reminder.

N

- Negotiation: The process of two or more people working together to resolve a problem.

P

- Proposal: A detailed analysis of the cost and components for a design project used to come to an agreement or contract before commencing work.
- Planning: An integral part of the strategy preocess.

R

- Resistance point: A negotiator's bottom point; the most he will pay as a buyer.

S

- Settlement point: The settlement as close to the other party's resistance point as possible.
- Strategy: A long term plan of action designed to achieve a particular goal.

T

- Tactics: A plan for attaining a particular goal (short-term or high-level).
- Target point: The point at which a negotiator would like to conclude negotiations.