rapport - Build **** - develop an understanding of and ability to communicate with someone, interests - probe *** - to find out the reasons behind other side's demands, proposal - A ** is generally the first offer put out on the negotiation table, counter - make *** proposals - react to proposals with an offer, stalemate/standstill/deadlock - reach a *** - arrive at a situation which no party will move anymore, concessions - make *** - allow or give up things in order to reach an agreement, compromise - reach a *** - arrive at an agreement where both parties reduce/change their demands in order to agree, details - work out the *** - discuss all the specifics of the deal, table - to *** an issue - to set aside an issue for the time being, zero - *** sum game - a situation in which a benefit gained by one side means a loss to the other side, win/win - *** situation - a situation in which both sides benefit, range - negotiation *** - the two numbers between which you plan to settle the negotiation, positions - The actual demand(s) (often $ amounts) one makes in a negotiation, BATNA - What you will do if you can't/don't come to an agreement in this negotiation (what to do instead)?,

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