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| The who where, when; what form of agreement; and how will proposals be made as agreed to in the ground rules. |
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| the general procedures and policies that each party agree to adhere to during negotiations. These are usually agreed to in writing before the negotiations and may include such items as the time, date and location for the negotiating session. |
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| The Pattern established during the initial bargaining session in which each negotiating party demonstrates its willingness to negotiate identifies its basic bargaining positions and generally sets the tone of the negotiations. |
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| A negotiation tactics of putting a few items together and allowing both sides to achieve gains on one or more items to establish trust and decrease the number of unresolved issues. |
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| a negotiating tactics in which a party introduces items of low priority to its side to trade for items of higher priority. |
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| Allowing negotiators to present the end product of a negotiation in the best light, with neither party publicizing individual wins or losses to ensure ratification of an agreement as well as the ability to ensure more positive relationship in the future. |
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| “A negotiator’s best alternative course of action if no settlement is reached.” (Best Alternative To a Negotiated Agreement) |
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| A realistic assessment of the worst alternative to not reaching an agreement that affects what a party is willing to agree to in order not to reach an impasse. |
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| External factors that affect the relative strength of the parties and the outcome of the negotiations. |
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| of purpose, principle and consequences |
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| • Distributive Bargaining: |
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| A negotiation method described as a “win-lose” situation in which resources are viewed as fixed and limited and each side wants to maximize share. |
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| In the negotiations of a specific issue, this is the difference between the resistance points of labor and management also known as the zone of possible agreement, because anything outside of the range would be clearly unacceptable to one side or the other. |
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| An opening offer often a number and not neccesarily a realistic number that can influence the parties assessment of the zone of possible agreement in the negotiation. |
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The process of moving toward a middle point between the opening offers or brackets which is the logical bargaining process.
• Resistance Point: The maximum or minimum beyond which a negotiator will not accept a proposal a bottom line
• Winners Curse: Negotiators who |
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| Negotiators who accept an offer too quickly and later experience remorse because they believe that. (True or not) even though they left value on the table ( gave too much or too little) |
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| ocial Beliefs or attitudes that affect one’s behavior in a negotiation, such as a relationship between parties a fairness norm that seeks consistency or equality a reciprocity norm that reacts in kind to an action and a good faith norm that values integrity, honesty and willingness to compromise. |
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| Presenting an issue to the other side in a negotiation in a way that is convincing and causes the other side to “see” the proposal in a different light. |
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| • Integrative Bargaining: |
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| A negotiation method in which both sides seek ways to integrate the interests of both sides into mutually agreeable options. |
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| • Position Versus Interests: |
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| The specific demand a party makes at the bargaining table (position) as compared with party’s underlying needs, desires, fears or concerns ( interest) |
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| Negotiation offers that include some items or interests sough by each of the parties thus both sides realize some of their goals. |
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| An integrative negotiation method that includes exchanging information, developing a common list of issues, exchanging equal value issues and resolving remaining issues using distributive bargaining. |
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| • Nickel and Diming Tactic: |
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| A last minute demand by one party made to take advantage of the other party when they are about to reach agreement. |
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: In labor negotiations the agreements on issues reached at the table are only
• Tentative agreements that is subject to ratification by the bargaining unit members. |
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