G–I

Good Cop/Bad Cop – Using one negotiator as reasonable (good cop) and another as tough or inflexible (bad cop) to pressure concessions.

Highball – Making an extremely high initial offer to anchor negotiations in your favor.

Impasse – A deadlock in negotiations where parties cannot reach agreement.

Information Asymmetry – Deliberately withholding key information to maintain strategic advantage.

Integrative Negotiation – Negotiations aiming at mutual gain through collaboration and value creation.

Interest-Based Negotiation – Focusing on underlying interests and needs rather than fixed positions.