Distributive tactics, concessions, framing effects, deception and ethical limits.
39 cards · basic cards · AI-written, checked twice. Edit anything.
- What is the anchoring effect in negotiation?
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The cognitive bias where the first number presented influences all subsequent valuations and judgments of fairness.- What is the recommended strategy for making an opening offer?
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Make an ambitious but defensible first offer to anchor the negotiation zone in your favor.- Define bristling in a negotiation context.
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A tactical response to an extreme anchor where the other party rejects it strongly, signaling it is far from reasonable.- What is the flinching technique?
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Visibly reacting with surprise or distress to an offer to signal it is unacceptable, pressuring the other side to improve it.- What does BATNA stand for?
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Best Alternative to Negotiated Agreement, your most attractive course of action if negotiation fails.- Define ZOPA in negotiation.
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Zone of Possible Agreement; the range between both parties' reservation prices where a deal is mutually acceptable.- What is nibbling?
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Requesting small additional concessions near the end of negotiation when the other party is psychologically committed to closing the deal.- What is the reciprocal concessions norm?
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The social expectation that if one party makes a concession, the other feels obligated to reciprocate with a concession of roughly equal value.- How does concession pattern signal intent?
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The size and timing of concessions reveal information: large early concessions suggest a weak BATNA, while no concessions suggest firmness.- Describe the good guy, bad guy tactic.
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Two negotiators act as a team: one is rigid and threatening, the other sympathetic and reasoned, pressuring the other side to accept the good guy's less extreme position.- What is the risk of splitting the difference?
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It anchors both sides to the midpoint without examining underlying value, often leaving value on the table or creating false compromise.- When is a package deal preferable to itemized offers?
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When parties value individual items differently, bundling allows trades where you concede on low-value items in exchange for gains on high-value items.- Why does the timing of concessions matter?
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Early concessions signal weakness and invite greater demands; later concessions signal scarcity and firmness, making them more credible.- What is the door-in-the-face technique?
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Making an extreme initial request that will be refused, then following with a more reasonable request that appears as a concession and is more likely accepted.- What is the foot-in-the-door technique?
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Starting with a small, easy-to-accept request to build commitment, then following with larger requests that leverage the initial compliance.
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