1
To agree to a compromise half-way
between person A’s figure and
person B’s figure.
2
This is what you really need out of
the negotiation.
3
This is what you say you want out of
the negotiation.
4
This is one of the things that can be
negotiated, such as the unit price,
guarantees or the delivery date.
5
A situation where there is no
solution, because neither side can
move.
6
This is your limit for a particular
variable. You cannot go beyond this
point.
7
This is the figure for a particular
variable that you would find
satisfactory.
8
This is the figure you give for a
particular variable when you first
state your position.
9
This is something that doesn’t really
matter to you, but which you include
in your opening position statement
because you may be able to trade it
for something from the other party
10
This is your best alternative to a
negotiated agreement. In other
words, it is what you will still have if
the negotiation fails.
