ESSENTIALS OF NEGOTIATION ROY J
LEARNING WORKBOOK 2026 BARGAINING
STRATEGIES AND COMMUNICATION SKILLS
◉ Purpose of Negotiation. Answer: A dialogue intended to resolve
disputes, produce agreements on actions, bargain for advantage, and
craft outcomes satisfying various interests.
◉ BATNA. Answer: Best Alternative to a Negotiated Agreement. It
answers: 'What would you do if no deal is reached?'
◉ Reservation Value. Answer: The least favorable point one will
accept; for a seller, it's the minimum they will accept; for a buyer, it's
the maximum they will pay.
◉ ZOPA. Answer: Zone of Possible Agreement, the range where an
agreement is satisfactory to both parties; it is the overlap between
each party's Reservation Values.
◉ Aspiration Point. Answer: Desired or ideal outcome.
◉ Reservation Point. Answer: Furthest point from aspiration a
negotiator will go.
,◉ Starting Point. Answer: First position a negotiator plans to take.
◉ Settlement Point. Answer: Final point of agreement.
◉ Distributive Negotiation. Answer: Win-lose, positions opposed,
fixed pie, minimal info sharing, used when relationships are
unimportant or single issue.
◉ Integrative Negotiation. Answer: Win-win, collaborative, focus on
interests, creative solutions, shared benefits, long-term
relationships.
◉ Competitive Communication Pattern. Answer: High demands,
slow concessions, exaggerate value, threats, manipulate, focus on
content over relationships.
◉ Collaborative Communication Pattern. Answer: Disclose, inquire,
request feedback, supportive, make concessions, accept
responsibility, minimize costs to others.
◉ Positions. Answer: Single pathway, can lock negotiators in, contest
of will, may cause resentment.
, ◉ Interests. Answer: Multiple pathways, explore creative solutions,
identify mutually acceptable outcomes.
◉ Principled Negotiation. Answer: Problem-solving, focus on
interests, invent multiple options, use objective criteria, aim for wise
outcomes efficiently.
◉ Soft Negotiation. Answer: Friendly, flexible, yield to pressure, aim
for agreement.
◉ Hard Negotiation. Answer: Adversarial, inflexible, aim for victory,
may mislead or demand one-sided gains.
◉ Managing People and Emotions. Answer: Separate people from
the problem, discuss perceptions and emotions explicitly, express
positive emotions to encourage cooperation.
◉ Negotiation Rules. Answer: Always tell the truth: read all
information, do not lie, omit, misrepresent, or invent data.
◉ Always tell the truth. Answer: Read all information, do not lie,
omit, misrepresent, or invent data.
LEARNING WORKBOOK 2026 BARGAINING
STRATEGIES AND COMMUNICATION SKILLS
◉ Purpose of Negotiation. Answer: A dialogue intended to resolve
disputes, produce agreements on actions, bargain for advantage, and
craft outcomes satisfying various interests.
◉ BATNA. Answer: Best Alternative to a Negotiated Agreement. It
answers: 'What would you do if no deal is reached?'
◉ Reservation Value. Answer: The least favorable point one will
accept; for a seller, it's the minimum they will accept; for a buyer, it's
the maximum they will pay.
◉ ZOPA. Answer: Zone of Possible Agreement, the range where an
agreement is satisfactory to both parties; it is the overlap between
each party's Reservation Values.
◉ Aspiration Point. Answer: Desired or ideal outcome.
◉ Reservation Point. Answer: Furthest point from aspiration a
negotiator will go.
,◉ Starting Point. Answer: First position a negotiator plans to take.
◉ Settlement Point. Answer: Final point of agreement.
◉ Distributive Negotiation. Answer: Win-lose, positions opposed,
fixed pie, minimal info sharing, used when relationships are
unimportant or single issue.
◉ Integrative Negotiation. Answer: Win-win, collaborative, focus on
interests, creative solutions, shared benefits, long-term
relationships.
◉ Competitive Communication Pattern. Answer: High demands,
slow concessions, exaggerate value, threats, manipulate, focus on
content over relationships.
◉ Collaborative Communication Pattern. Answer: Disclose, inquire,
request feedback, supportive, make concessions, accept
responsibility, minimize costs to others.
◉ Positions. Answer: Single pathway, can lock negotiators in, contest
of will, may cause resentment.
, ◉ Interests. Answer: Multiple pathways, explore creative solutions,
identify mutually acceptable outcomes.
◉ Principled Negotiation. Answer: Problem-solving, focus on
interests, invent multiple options, use objective criteria, aim for wise
outcomes efficiently.
◉ Soft Negotiation. Answer: Friendly, flexible, yield to pressure, aim
for agreement.
◉ Hard Negotiation. Answer: Adversarial, inflexible, aim for victory,
may mislead or demand one-sided gains.
◉ Managing People and Emotions. Answer: Separate people from
the problem, discuss perceptions and emotions explicitly, express
positive emotions to encourage cooperation.
◉ Negotiation Rules. Answer: Always tell the truth: read all
information, do not lie, omit, misrepresent, or invent data.
◉ Always tell the truth. Answer: Read all information, do not lie,
omit, misrepresent, or invent data.
