Glossary of Negotiation Terms

Accommodation—referred to as yielding or lose–win, an approach that places the relationship first while one’s own needs are not satisfied. The level of cooperation is high, but assertiveness is low. A prevalent behavioral pattern exercised in families or between romantic partners.

Anchoring—the limits set forth by the opening offer, which will serve as a reference point around which the other party will structure their offer. Strong signal of expectations and standards.

Anticipatory emotions—the imaginary emotions of how it would feel having already achieved something, used as a motivational tool to boost the chances of obtaining a desired result or spurring to action.

Avoidance—a lose–lose negotiation approach synonymous ...

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