Vocabulary【Negotiation Terms】
anchor point
An anchor point is a reference point that negotiations are centered around.
It is the best outcome that one side hopes to achieve.
Normally, the first offer made during a negotiation serves as the anchor point.
Negotiators try to anchor the negotiation to their advantage to gain the upper hand.
anchor: 主持
gain the upper hand: 占上風
bottom line
A bottom line is the worst outcome that one side will accept.
If someone is pushed beyond their bottom line, they may walk away from the negotiation.
BATNA
BATNA stands for "Best Alternative to a Negotiated Agreement".
It is the second best option a side may have in a negotiation.
A BATNA can be used as an alternative if an agreement can't be reached.
When one side has a good BATNA, they can make fewer compromises, so they have more power.
leverage
Leverage is the power that one side has to influence another.
If you have more leverage in a negotiation, you can persuade people to accept your terms.
Typically, the side most in need of an agreement has the least amount of leverage.
leverage: 影響力
deadlock
In a deadlock, neither side is willing to compromise and no agreement can be made.
A deadlock happens when one side pursues its own interests instead of mutually beneficial terms.
To break a deadlock, negotiators must find a win-win outcome.
concession
A concession is a compromise that's made in order to reach an agreement.
Making concessions allows both sides to get part of what they want.
But giving too many concessions may make one side seem weak or desperate.
concession: 讓步
desperate: 絕望的
Question
- Someone may leave a negotiation if...
> they are pushed beyond their bottom line - If your alternative is better than an offer,...
> you can leave the negotiation - My target salary was 10,000 dollars a month, but the HR set an anchor point of 5,000 dollars, which was far less than my expectation.
- Because we didn't have a good BATNA, we unfortunately needed to settle for less than we had hoped.
- To avoid an unfair deal, you should decide your bottom line before entering a negotiation.
- The more leverage someone has in a negotiation,...
> the stronger their position will be - He made concessions because he didn't feel that he had any leverage.
- If you make concessions too early, you may not get as much as you could from the other side.
