Illustrated Negotiator's Glossary

agent aggressive agree agreement Allenton asked attempt bargaining session BATNA body language BONE buyer called Chinese Auction clause concession behavior conflict considered contract contractor cost crackerjack deadlock deal delivery demand despite dickering ethical EXAMPLE expectations experienced negotiators eye contact favorable premise firm firm's Freebies frequently goals haggling hard bargaining industry intent issue level of aspiration liquidated damage look manager manufacturing mattress spring meeting ment mock negotiation negotiation theory negotiator's nibbler objective offer one's opponent opportunity cost Packit party party's performance person phrase play position practice prepared problem product or service purchase question REAL ESTATE CONTRACT reason resistance point risk role salesperson seller side simply situation soft bargaining sometimes speaker statement successful supplier tactic technique term tion Torman Type A person Uniform Commercial Code utility schedule warranty words zero defects