Glossary of negotiation terms

Scotwork has been defining negotiation since 1975. We have grown into world-class negotiation specialists and have given our clients the most immersive and compelling negotiation training, advice and coaching.

Negotiation definition:

 

Negotiation is a process by which parties in conflict reach an agreement by trading issues of lesser importance in return for greater importance in order to reach a deal that is acceptable to all.

NEGOTIATION TERMS

BATNA

What is BATNA?

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NEGOTIATION TERMS

ZOPA

What is ZOPA?

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