agenda (session)

Common ground

Negotiating idioms using the word ground

BATNA: the best alternative to a negotiated or BATNA is the course of

action that will be taken by a party if the current negotiations fail and an agreement cannot be reached.

Winner’s curse: The winner’s curse. The regret one feels after closing a negotiation.

Because your opponent accepted your offer, you become concerned that you offered too much. This postnegotiation reaction is not unusual.

the reservation (or reserve) price is the biggest price a buyer is going to pay for a

good or ; or; the smallest price at which a seller is going to sell a good or service.

Chilling effect: if the offer is far below what the other party has expected, you will take

the risk of undermining the collaborative relationships.

time-out:

Call a time-out; ask for a time-out

Shake sb. Up:

What these recruits need is half an hour’s drill on the square—that’ll shake them

up.

Principled Negotiation: Principled Negotiation is an interest-based approach to

negotiation that focusses primarily on conflict management and conflict resolution. Principled negotiation uses an integrative approach to finding a mutually shared outcome. First published in the book "Getting to Yes", Principled Negotiation is used mostly in North America and is more popular amongst Academics and Mediators than in Business. Principled Negotiation has become synonymous with the more popular phrase "Win Win " - originally taken from Game Theory. Although Fisher and Ury drew from various disciplines in their 1981 book "Getting to Yes" (including NLP), many Mediation Practitioners and Academics have subsequently contributed in answering the challenging question: How can we best achieve Principled Negotiation in many different contexts?

Negotiation Logrolling: A negotiation exchange that involves making negotiation

concessions or the ‘trading-off’ of issues so as to maximise on each sides' value. So you will offer the other side something that they value more than you, in exchange for gaining something from them that you value more than they do.

Trade-Off: Also sometimes referred to as a ‘Concession’ where one or more parties to a

negotiation engage in conceding, yielding, or compromising on issues under negotiation and do so either willingly or unwillingly.

ZOPA: An acronym which means Zone of Possible Agreement. It is the range or area in

which an agreement is satisfactory to both parties involved in the negotiation process. Often referred to as the "Contracting Zone". ZOPA or the Contracting Zone is essentially the range between each parties real base or bottom lines, and is the overlap area in the low and high range that each party is willing to pay or find acceptable in a negotiation.

可达成协议的空间(ZOPA)是指可以达成一桩交易的空间。谈判各方的保留价格决定