This deck introduces the essential principles of negotiation. It helps learners understand the basic dynamics that shape negotiations: interests, positions, preparation, leverage, and mutual value creation. The cards explore how negotiators structure discussions, manage expectations, and move toward agreements while protecting their objectives.
Flashcards combined with spaced repetition improve active recall. You review at the right time, retain knowledge longer, and track progress card by card.
Card 1
Jointly solving a problem so both sides are better off than their alternatives.
Explanation
Seeing negotiation as problem-solving encourages creativity, listening, and mutually beneficial deals.
Common mistake
Believing negotiation is a battle where only one side can win.
Card 2
The real need you want to satisfy, such as security, growth, or recognition.
Explanation
Underlying interests explain why you want something and open room for creative solutions.
Common mistake
Confusing the first figure or demand you state with your deeper motivations.
Card 3
Distributive splits a fixed pie; integrative seeks to expand the pie first.
Explanation
Distributive focuses on claiming value, while integrative looks for additional joint gains.
Common mistake
Assuming all negotiations are distributive and purely about dividing a fixed amount.
Card 4
Finding trades or options that increase total benefits for both parties.
Explanation
Creating value comes before arguing about who gets which share of that value.
Common mistake
Jumping directly to haggling over price instead of exploring ways to improve the deal.
Card 5
Both sides meet key interests and feel the deal is fair and sustainable.
Explanation
A win-win deal addresses what really matters to each side, not just equal numbers.
Common mistake
Thinking win-win means everyone gets the same or avoids any compromise.
Card 6
As part of a long-term relationship where trust and reputation matter.
Explanation
Ongoing relationships reward fairness and reliability more than one-time gains.
Common mistake
Maximizing short-term advantage while damaging future cooperation.
Card 7
Agreeing on multiple issues together instead of deciding each one separately.
Explanation
Packaging issues allows you to trade low-priority items for higher-priority gains.
Common mistake
Bargaining issue by issue and losing chances for beneficial trade-offs.
Card 8
A clear, realistic outcome you want to reach in this negotiation.
Explanation
Defining a concrete objective guides your strategy and prevents drifting during talks.
Common mistake
Entering negotiations with only a rough wish instead of a precise goal.
Card 9
Rank issues by importance so you know what to trade and what to protect.
Explanation
Clear priorities help you exchange low-value points for high-value gains.
Common mistake
Assuming that every issue must be defended equally strongly.
Card 10
The worst acceptable deal you will still agree to before walking away.
Explanation
Knowing this limit protects you from accepting a deal worse than your alternative.
Common mistake
Confusing the reservation point with your initial or target offer.
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