Best Practice Workplace Negotiations

Glossary

Arbitration The use of an impartial third party to hear both sides of a dispute and to render a decision, which is usually binding. Arbitration may be helpful when two sides cannot or will not budge from their positions.

Assertiveness The ability to communicate and stand up for one’s interests while respecting those of others.

Anchor In negotiations, a psychological reference point for subsequent discussion.

Anchoring A negotiating tactic in which one party establishes an initial position around which it hopes negotiators will make adjustments.

Agenda A plan for which things will be considered and, in most cases, in which order.

Area of potential agreement The area in which an agreement can take place. The parties’ reservation prices ...