Page 81 - EAA 2nd ed-WithCoverVerso

Vocabulary

Here are some Key Terms that we will encounter during a negotiation. Study them and check your
understanding by completing the given practice.

Key Terms on Negotiation

Opening point (n) Leverage (n)
: The first figure of one particular variable : (bargaining power) something that gives
that one stated in his/her position one party a greater chance at succeeding
over another
Target point (n)
: A satisfactory figure for a particular variable Log-rolling (n)
: Trading one favor for another
Reservation point (n)
: A limit for a particular variable that one Sticking point (n)
can’t go beyond : Something that could cause the negotiation
to fail
BATNA (n)
: Best Alternative to a Negotiated Arbitration (n)
Agreement; what you will still have if the : Conflict that is addressed by using a neutral
negotiation fails third party.

Deadlock (n) Haggling (v)
: A situation where there is no solution : Arguing back and forth (often about prices).
because neither side can move

To which situation do these Minutes of Negotiation Meeting excerpts illustrate?

Issues & concerns Response
Buzzer pointed out the imbalance in Clarenz countered by stating that all
proportion between their obligation points had been initially approved by Deadlock
to the benefits they received. both parties and that revision would
void the contract.

Issues & concerns Response
Collins inquired about compensation Goldberg acknowledged the issue and
for the reduced projects assigned to offered a higher margin of profit for the 1……………………
them. following season’s project.

32 | P a g e
English for Executive Administrative Assistant