Diplomacy & Politics Glossary

The tactic of establishing an initial offer or position that influences the negotiation range and outcomes.

Evaluating the Best Alternative to a Negotiated Agreement to determine the most advantageous fallback option if negotiations fail.

Evaluating your Best Alternative to a Negotiated Agreement to understand your fallback options if negotiations fail.

Adjusting your Best Alternative to a Negotiated Agreement based on new information or changing circumstances during negotiation.

The process of identifying and improving one’s Best Alternative to a Negotiated Agreement to strengthen negotiation leverage.

Improving your Best Alternative to a Negotiated Agreement strengthens your negotiation position by increasing viable options outside the current deal.

Methods used to enhance the Best Alternative to a Negotiated Agreement by expanding options and strengthening fallback positions before or during negotiation.

The most advantageous course of action a party can take if negotiations fail and an agreement cannot be reached.

A planned approach to making compromises during negotiation to gradually reach agreement without losing key interests.

Negotiation that involves parties from different cultural backgrounds requiring awareness of cultural norms and communication styles. It demands adaptability and cultural intelligence.

A tool listing pros and cons of options to clarify choices during negotiation or decision-making processes.

Decoy pricing introduces an inferior option to make a target choice appear more attractive during negotiation or persuasion.

Distributive bargaining involves negotiating over a fixed resource where one party’s gain is another’s loss, emphasizing competitive tactics.

A negotiation approach where parties compete to divide a fixed resource, often resulting in a win-lose outcome.

Double-loop negotiation questions underlying assumptions and goals to find innovative solutions beyond surface-level agreements.

How the presentation of options influences decision-making and agreement outcomes.

A negotiation strategy focused on collaboration to achieve mutually beneficial outcomes by addressing the interests of all parties involved.

Techniques that focus on creating win-win solutions by addressing the interests of all parties involved rather than competing over fixed resources.

A negotiation strategy focused on collaboration to find mutually beneficial solutions rather than dividing limited resources.

Specific strategies that focus on creating mutual value through collaboration and addressing underlying interests rather than competing over fixed resources.

A collaborative approach to address complex issues by combining different perspectives to create value for all parties.

Negotiation approach focused on expanding the pie by identifying mutual gains and shared interests.

Methods to redefine conflicting interests in a negotiation to find common ground and facilitate agreement.

Interest-based bargaining focuses on underlying interests of parties rather than fixed positions to reach mutually beneficial agreements.

A negotiation approach focusing on underlying interests rather than fixed positions to find mutually beneficial solutions.

A structured approach focusing on understanding and addressing the underlying interests of parties instead of their stated positions.

Interest-based problem solving focuses on identifying underlying interests of parties to develop mutually beneficial solutions.

Visualizing and organizing complex problems and stakeholder concerns to clarify negotiation or conflict dynamics.

Negotiation jujitsu uses an opponent’s aggressive tactics against them by redirecting their attacks to maintain control and move toward agreement.

Open-source intelligence involves collecting and analyzing publicly available information to inform negotiation strategies and stakeholder analysis.

Position reframing involves restating a party's stated demands to reveal underlying interests and open pathways to agreement.

Pre-mortem analysis anticipates potential failures in negotiation or project plans by imagining a future breakdown and identifying risks.

A method emphasizing objective criteria and mutual interests to reach fair agreements efficiently.

Quid pro quo is an exchange where one party offers something in return for a specific favor or concession during negotiations or diplomacy.

A negotiation technique where a third party communicates proposals between disputing parties who are not in direct contact.

The process and challenges of negotiating through intermediaries who communicate offers and responses separately between parties.

A theory explaining how individuals derive part of their identity from group memberships, affecting intergroup relations and negotiation.

Analyzing stated positions to reveal underlying interests and needs in conflict resolution.

The range in a negotiation where two or more parties' interests overlap, allowing for a potential deal to be made.

ZOPA expansion involves identifying ways to increase the Zone of Possible Agreement by creating additional value or options in negotiation.

ZOPA identification determines the overlap between parties’ reservation points to find potential agreement zones.

Strategies to identify and exploit the Zone of Possible Agreement for successful deal-making.