Index

Numerical index

5 Ps, see 80-20-Rule

7-38-55-Rule, 21

30-Percent-rule, see First offer

70-30-Rule, 21

80-20-Rule, 21

A

ACBD-rule, 22

Acceptance criteria, see Negotiation value Accomplished facts, see Clearing facts Active listening, 23

Add-ons, see Salami tactic Adopt an outsider lens, 24 Advocatus diaboli, 24

After agreement demand, see Salami tactic Agency costs, see Principal-agent-problem Agency dilemma, see Principal-agent-problem Agency theory, see Principal-agent-problem Agenda, 24

Agreement bias, see BATNA Agreement zone, see ZOPA

Aim high, see Ambitious target price setting Akerlof market, 25

All I’ve got, 26

All-party map, see Think beyond the table Ambitious target price setting, 26 Analyst, 27

Anamnesis, see Information procurement Anchor heuristics, see Anchoring Anchoring, 28

Anchoring effect, see Anchoring Annotations, 32

A-not-A question, 22

Argumentum a simile, see Conclusion by analogy

Argumentum ad auditores, see Presenting a false legal opinion

Aspiration level, see Aspiration point Aspiration point, 33

Assertiveness, 35 Attribute-framing, see Framing Auction, 35

Autonomous negotiations by software agents, 37

B

Back office, 38 Backlash effect, 38

BAFO (best and final offer), 40 Bandwagon effect, see Tactic of small

quantities

Bargaining in the shadow of the law, 40 Bargaining range, see ZOPA

BATNA and the order of negotiations, 44 BATNA (best alternative to a negotiated

agreement), 40 Bazaar tactic, 44

Be specific, see Ambitious target price setting Behavioural decision research, see

Behavioural economics Behavioural economics, 45

Being ready for the Negotiating partner’s mistakes, 45

Better offer, 45 Better than that, 46 Bias, 46

Bid invitation, see Change the standards

238

Big fish, 49

Black hat/white hat, see Good guy/bad guy tactic

Blockade strategy, 49 Body language, 49 Bogey tactic, see Padding Boilerplates, 50

Bold policy, see Brinkmanship Bottom-up communication, see

Principal-agent-problem Boulwarism, 50

Bracketing, 51 Brinkmanship, 53

Broken record, see Fewer, convincing arguments

Budget limitation, 53 Building a golden bridge, 54 Burden of justification, 55

Burden of reasoning, see Burden of justification

But-yes answer, 56

C

Calculated delay, 57

Call for tenders, see Change the standards Calling a higher authority, 58

Calling attention, see Warning instead of threatening

Camel’s nose metaphor, see Foot in the door tactic

Chameleon effect, see Body language Change the negotiator, 59

Change the standards, 59

Check the facts, see Detection of deception Cherry picking, 60

Chicken, 61

Chief negotiator, 62

Chinese auction, see Better offer Chit-chat, 62

Claim management, 64 Closed questions, 66 Cognitive bias, see Bias Columbo, 66

Columbo tactic, see Columbo

Common interests, see Harvard negotiation concept

Common value assets, see Auction Competitive strategy, see Win-lose strategy Computer-based negotiations, see

Autonomous negotiations by software agents

Conclusion by analogy, 67

Conclusion by similarity, see Conclusion by analogy

Index

Confirmation bias, see Bias, see Impression (first and last)

Conflicting interests, see Harvard negotiation concept

Considered response, 68 Control the agenda, see Agenda Core concerns framework, 68 Correspondence bias, see Bias Counter-anchor, see Anchoring Court effect, see Halo effect Creating facts, 69

Credibility and plausibility, see Detection of deception

Credible threat, 70 Cui bono, 70 Cunning deception, 70

Curse of the winner, see Negotiauction

D

DAD approach, 72 DDD approach, 72 Deadline, 73

Dead point, see Deadlock Deadlock, 74 Deal-breaker, 75

Decider, see Decision-maker Decision-maker, 77

Decision matrix, see Traffic light system Defensive claim strategy, see Claim

management Delight factor, see Padding

Detection of deception (DoD), 78 Developing the Negotiating partner’s ideas, 81 The devil’s advocate, see Advocatus diaboli Dickering, see Bazaar tactic

Diminishing rates of concession, 81 Discreditation of the anchor, see Anchoring Distributive negotiations, 82

Diverging interests, see Harvard negotiation concept

Don’t reward bad behaviour, see Generous tit for tat

Door-in-the-face tactic (DITF), 82 Double bracketing, see Bracketing Downward communication, see

Principal-agent-problem

Driver, 83

E

EANT (ethically ambiguous negotiation tactics), 83

Efficient frontier, see Negotiation pie Effort clauses, see Empty promise

Index

Electronic multitasking, 84 E-mail, 84

Emotional level of negotiation, see Negotiation levels

Emotions, 85

Empathy, 87 Empty promise, 87

Endowment effect, 88 English auction, see Auction Entanglement tactic, 88 Exception argument, 89

Expanding the pie, see Negotiation pie Exploding offer, see Deadline Extension neglect, see Bias

Extreme but flexible, see First offer

F

Face-to-face, 89

Facts, opinions and guesses, see FOG Fait accompli, see Creating facts False deadline, 90

FC approach, 91

Fewer, convincing arguments, 91 Final, fair and firm, see Boulwarism Final offer arbitration (FOA), 92 Find something in common, 92 First offer, 92

Fixed pie bias, see Negotiation pie Fixed pie illusion, see Negotiation pie Flexibility dilemma, see

Principal-agent-problem Flinch, see Wince

Flip a coin, 93

Floodgate argument, 93, see Path dependency FOG, 94

Foggy recall, 94

Foot in the door tactic (FITD), 95 Fractioning, see Salami tactic Framing, 95

Framing effect, see Framing Fraud dilemma, 96

G

Gender, 97

Gender in context, see Gender Generous tit for tat (GTFT), 101 Getting to Yes, see Harvard negotiation

concept Go for a walk, 102

Goal framing, see Framing

239

Going to the brink of the abyss, see Brinkmanship

Good cop/bad cop, see Good guy/bad guy tactic

Good guy/bad guy, 102

H

Haggling, see Bazaar tactic Halo effect, 103

Harvard negotiation concept, 104 Hedonic framing, see Several small concessions

Hidden actions, see Principle-agent-problem Hidden characteristics, see

Principal-agent-problem Hidden intentions, see

Principal-agent-problem Hidden knowledge, see

Principal-agent-problem Hide your glee, 108

Hindsight bias, see Bias

History matters, see Path dependency Hold-up problems, see Renegotiations Horns effect, see Halo effect Hybrid-strategy, see Win-lose strategy

I

Illusion of conflict, see Negotiation pie Illusion of control, see Bias

Illusion of superiority, see Bias Impact bias, see Bias Impression (first and last), 109 Incompatibility bias, 109 Incomplete solutions, 110

Information asymmetries, see Akerlof market Information control, 110

Information demand analysis, 112 Information exchange dilemma, see

Negotiator’s dilemma Information procurement, 110 Informational indications, see Information

procurement

Interests, see Harvard negotiation concept Interim results, 112

J

Jumping on the bandwagon, see Tactic of small quantities

Just one more thing, see Salami tactic

240

K

Keep something in reserve, 112

Knocking on the bush, 113

Know your target, 113

Krunch, see Better than that

L

Large slice bias, see Bias Last gap, 114

Last offer, see BAFO

Lie detection, see Detection of deception Limiting the options, 114

Lock-in tactic, 115 Logrolling, 115

Low-cost concession, see Deadlock Low expectations, 116

M

Magical number seven, see Fewer, convincing arguments

Mapping influential players, see Think beyond the table

Maximising the total pie, see Negotiation pie Maximum target, see Aspiration point MESO, 117

Meta-anchoring, 118

Midpoint-rule, 118 Missing the big picture, 119

Mistakes, 119, see Misunderstandings Misunderstandings, 120

Moral hazard, 121 Multi-person BATNA, 122

Multiple equivalent simultaneous offers, see MESO

Multiple-eye-check, see Principle of dual control

Mutt and Jeff, see Good guy/bad guy tactic Mutual gains, see Win-win strategy

N

Negative qualities, see Low expectations Negotiating on behalf of others, see Backlash

effect Negotiation clause, 122 Negotiation levels, 123

Negotiation of merits, see Harvard negotiation concept

Negotiation pause, 123 Negotiation phases, 124 Negotiation pie, 125

Index

Negotiation power, 126 Negotiation value, 127 Negotiations at the table, see

Principal-agent-problem Negotiations behind the table, see Principal-agent-problem

Negotiations via video (video conferences), see Face-to-face

Negotiator’s dilemma, 128 Negotiauction, 129

Network effects, see Path dependency Neutral assessment criteria, see Harvard negotiation concept

The nibble, see Salami tactic Nibbling, see Salami tactic No deal option, see BATNA No precedent, see Precedent Non-linear compromises, 129 NOPA, see ZOPA

Norm of reciprocity, 130 Not happy, 131

Non-negotiable, see Undiscussable

O

Offensive claim strategy, see Claim management

One-way-street principle, see Agenda Open–ended question, see Open questions Open questions, 131

Opinion leaders, see Decision-maker Opportunistic renegotiations, see

Renegotiations Optimism bias, 131 Orange example, 131 Organiser, 132 Ostensible connexity, 132

Over-commitment-tactic, see Renegotiations Overexposure effect, see Halo effect

P

Package deal, see Ostensible connexity Package reservation value, see Deal-breaker Padding, 132

Pareto optimum, 133

Passive claim strategy, see Claim management Path dependency, 134

Patience, 134

Permanent business relations, 134 Person in charge of general overview, see

Missing the big picture Play dumb, 135

Index

Positions, see Harvard negotiation concept Precedent, 135

Premise question, 136 Prenegotiation plan, 136

Preparation of the negotiation, see 80-20-Rule Presenting a false legal opinion, 137 Principal-agent-problem, 138

Principle of dual control, 142 Principled negotiations, see Harvard

negotiation concept Private value assets, see Auction Protect your BATNA, 142 Protocols, 142

Put downs, see Low expectations

Put your money where your mouth is, 143

Q

Quasi-endowment effect, see Endowment effect Questions, 143

Quivering quill, see Salami tactic

R

Radio-Eriwan-answers, see Yes, but answer Range offer, see Anchoring

Rational level of negotiation, see Negotiation levels

Reactive devaluation, 144 Redlining, see Annotations Reference point, 144 Refusal to communicate, 145

Rejection-then-retreat technique, see Door-in-the-face tactic

Renegotiations, 145

Request for proposal (RFP), see Change the standards

Reservation price, see Deal-breaker Reservation value, see Deal-breaker Resistance point, see Deal-breaker Respect, 146

Retracking the deal, 147 Reversed–Dutch–auction, see Auction Reward in heaven, see Empty promise Risky choice framing, see Framing Role power, see Negotiation power Rule of pen, 147

Russian front, 147

S

Salami tactic, 147

Scope neglect, see Bias

Security-effect, see Sunk cost bias

241

See you in court, 148

Seven elements of negotiation, 149 Several small concessions, 149 Sharing information, 150 Shrinking pie, see Negotiation pie Signalling, 150

Silence, 151 Similar-to-me-effect, 152

Similar-to-me-tactic, see Similar-to-me-effect Single text negotiation, 152

Single text procedure, see Single text negotiation

Slippery slope, see Floodgate argument Small pie bias, see Bias

Small talk, see Chit-chat

Smart bundling, see Several small concessions SMART goal formulation technique, 154 Smart guy/dumb guy-tactic, see Play dumb SMARTER, see SMART goal formulation

technique Soft bargaining, 154

Someone-I-want-to-be-associated-with-effect, 154

SOPHOP, see Harvard negotiation concept Source amnesia, see Information procurement Sources of information, see Information

procurement Split the difference, 155

Stakeholders, see Think beyond the table Standard clauses, see Boilerplates Status quo bias, 155

Strategic misrepresentation, 156 Strengths, weaknesses, opportunities and

threats analysis, see SWOT Analysis Sunk cost bias, 156

SWOT Analysis, 158

T

Tactic of small quantities, 158

Tactic of tougher competition, see Better offer Tactical pause, see Negotiation pause

Tag team approach, see Change the negotiator Take a break, see Negotiation pause

Take it or leave it, 159

Test of reciprocity, see Norm of reciprocity That would set a precedent, see Precedent There is no alternative, see TINA

Think beyond the table, 159

This will hurt you more than me, 160 Throwing garbage at their lawn tactic, see Low

Expectations Time pressure, see Deadline TINA, 161

242

Tit for tat (TFT), 161

Traded small movement close, see Deadlock Traffic light systems, 162

Transaction costs, 162 Transformation dilemma, see

Principal-agent-problem

Trust dilemma, see Principal-agent-problem Two against one, 163

Two-level BATNA, see Multi-person BATNA Two-men rule, see Principle of dual control Two negotiators, 164

U

Undiscussable, 165

Unfounded, legal objections, see Presenting a false legal opinion

Unpredictability, 165

V

Very final offer, see BAFO

W

Walk away term, see Deal-breaker Warning instead of threatening, 166

Index

WATNA (worst alternative to a negotiated agreement), see BATNA

We have never done that before, see Precedent

Weasel words, see Empty promise What-if-questions, 166

What worked well, see WWW

What would you do differently, see WWYDD Win-lose strategy, 167

Win-win strategy, 167 Wince, 168

Winner’s curse, see Auction Working groups, 168 WWW, 169

WWYDD, 169

Y

Yes, but-answer, 169

Yes/No questions, 170

You go first, see Anchoring

Z

Zero-point anchoring-problem, see Anchoring Zone defence, see Principle of dual control ZOPA (zone of possible agreement), 171