A–C

Anchoring – Making the first offer to set a reference point that influences all subsequent negotiations.

Anchoring Bias – Cognitive bias that causes negotiators to rely heavily on initial information (anchor) when making decisions.

Appeal to Authority – Citing expert opinion or established precedent to strengthen your position.

Arbitration – Using a neutral third party (arbitrator) who listens to both sides and imposes a binding decision to resolve negotiation deadlocks.

Back Channeling – Using informal or indirect communication channels or intermediaries to exchange information during negotiations.

BAFO (Best and Final Offer) – The last, definitive offer presented, indicating no further negotiation will occur.

Bargaining Zone – The area within which negotiators can find mutually acceptable solutions (also known as ZOPA).

BATNA (Best Alternative to a Negotiated Agreement) – Your best option if the negotiation fails.

Best Alternative to a Negotiated Agreement (BATNA) – See BATNA.

Best and Final Offer (BAFO) – See BAFO.

Bluffing – Feigning confidence, resources, or alternatives to pressure the other side into concessions.

Bogey – Pretending a minor issue is crucial, then conceding it for more valuable gains.

Bracketing – Setting a negotiation range that includes your desired outcome to influence the final agreement.

Building Rapport – Creating trust and understanding by identifying common ground and showing empathy.

Calling Out the Tactic – Recognizing and openly addressing a negotiation strategy to neutralize its effectiveness.

Caucusing – Private internal discussions among negotiation team members to strategize or reduce tensions.

Cherry Picking – Selecting the most favorable elements from various offers or proposals.

Clarification Requests – Asking detailed questions to expose inconsistencies or hidden agendas.

Coalition Building – Forming alliances to increase leverage or achieve shared negotiation objectives.

Contingent Contracts – Agreements structured to take effect only if specific conditions or future events occur.

Cooling-Off Periods – Taking breaks during heated negotiations to allow emotions to subside and restore clarity.