ESSENTIALS OF NEGOTIATION ROY J
CONCEPT REVIEW GUIDE 2026 POWER
INFLUENCE AND NEGOTIATION ETHICS
◉ Bargaining Mix. Answer: The full set of issues being negotiated
simultaneously. More issues = more opportunities to create value
through trade-offs.
◉ Position. Answer: What a negotiator explicitly states they want —
their stated demand. Example: 'I want $80,000.' Positions are visible
to the other party.
◉ Interest. Answer: The underlying need, motivation, or reason
behind a position. The 'why' behind the 'what.' Interests are often
hidden but are the key to creative solutions.
◉ Resistance Point. Answer: A negotiator's walk-away point — the
worst acceptable outcome. Kept hidden from the counterpart.
Determined by your BATNA.
◉ Target Point. Answer: The ideal outcome a negotiator hopes to
achieve. Also concealed from the other party. Sets the aspiration, not
the floor.
, ◉ BATNA. Answer: Best Alternative To a Negotiated Agreement.
What you'll do if you walk away from the table. A strong BATNA =
more power. A weak BATNA = less leverage.
◉ Bargaining Range (ZOPA). Answer: The zone where a deal is
possible — the overlap between the buyer's resistance point and the
seller's resistance point. If no overlap exists, no deal can be made.
◉ Task Conflict. Answer: Disagreement about the substance,
content, or approach of work. Can be productive if managed well —
surfaces diverse perspectives and improves decisions.
◉ Relationship Conflict. Answer: Personal, interpersonal tension
between parties. Generally harmful — damages trust, reduces
satisfaction, and impairs performance.
◉ Why are negotiations NOT always fixed-sum?. Answer: Because
parties often have different priorities across multiple issues. By
trading concessions on lower-priority issues, both can gain more —
'expanding the pie' through the bargaining mix.
◉ The 'Falling in Love' Rule. Answer: Don't become so emotionally
attached to a deal that you lose objectivity. If you can't walk away,
you've lost your leverage and may accept terms worse than your
resistance point.
CONCEPT REVIEW GUIDE 2026 POWER
INFLUENCE AND NEGOTIATION ETHICS
◉ Bargaining Mix. Answer: The full set of issues being negotiated
simultaneously. More issues = more opportunities to create value
through trade-offs.
◉ Position. Answer: What a negotiator explicitly states they want —
their stated demand. Example: 'I want $80,000.' Positions are visible
to the other party.
◉ Interest. Answer: The underlying need, motivation, or reason
behind a position. The 'why' behind the 'what.' Interests are often
hidden but are the key to creative solutions.
◉ Resistance Point. Answer: A negotiator's walk-away point — the
worst acceptable outcome. Kept hidden from the counterpart.
Determined by your BATNA.
◉ Target Point. Answer: The ideal outcome a negotiator hopes to
achieve. Also concealed from the other party. Sets the aspiration, not
the floor.
, ◉ BATNA. Answer: Best Alternative To a Negotiated Agreement.
What you'll do if you walk away from the table. A strong BATNA =
more power. A weak BATNA = less leverage.
◉ Bargaining Range (ZOPA). Answer: The zone where a deal is
possible — the overlap between the buyer's resistance point and the
seller's resistance point. If no overlap exists, no deal can be made.
◉ Task Conflict. Answer: Disagreement about the substance,
content, or approach of work. Can be productive if managed well —
surfaces diverse perspectives and improves decisions.
◉ Relationship Conflict. Answer: Personal, interpersonal tension
between parties. Generally harmful — damages trust, reduces
satisfaction, and impairs performance.
◉ Why are negotiations NOT always fixed-sum?. Answer: Because
parties often have different priorities across multiple issues. By
trading concessions on lower-priority issues, both can gain more —
'expanding the pie' through the bargaining mix.
◉ The 'Falling in Love' Rule. Answer: Don't become so emotionally
attached to a deal that you lose objectivity. If you can't walk away,
you've lost your leverage and may accept terms worse than your
resistance point.
