A                          Top Accommodating: Tries to help the other party meet his/her objectives. Active listening: Communications are frequently loaded; the listener must try to “tease out” without making the communicator angry or aggressive. Analyzing the other party: Gathering information about the other party through research and home work. Arbitration:  The most common form and well known form of third party dispute resolution. Assertiveness: Negotiators bargaining on their home turf are more likely to be assertive (more comfortable) than negotiators on unfamiliar grounds.                            B                          Top  Balance theory: Analyzing people’s actions in a more fruitful way to achieve cognitive consistency. Bargaining: The words bargaining and negotiation are often used interchangeably. Some times bargaining is used to refer to “haggling” while negotiation is the more formal, civilize process that occur at disarmament talks. Bridging: The parties are able to invent new options that meet each side’s needs. C                          Top Collaborating: Negotiators work together to maximize their joint outcome. Concessions: Negotiators generally expect one another to make an equal number of concessions toward a middle ground. Contrient interdependence:  Individuals are so linked together that there is a negative correlation between their goal attainments. D                           Top Disruptive action: One way to encourage agreement is to increase the collateral cost of continuing or breaking negotiations Dual concerns model: Models of negotiation may be classified according two dimensions. Degree of concern for other’s outcomes and degree of concern for own outcomes. E                           Top Equality: Parties should receive equal outcomes. Exchange: Any bargaining interaction is more than an exchange of information and ideas; it is a host of interpersonal experience as well. F                           Top Fairness: Most negotiators expect that the negotiation process and the outcomes will be fair and just. Fractionating conflict: Approaches to reduce a large conflict into smaller parts Fractioning disputes: Help the other party understand and accept our arguments by breaking them into smaller, more understandable pieces. Fundamental strategies: Attempts to influence the other party’s perceptions of what is possible through (1) the exchange of information (2) positions and actions taken during the negotiation process. G                           Top Game theory: Two parties each of who have conflicting interests can take action independently in choosing one of two alternatives. The outcomes for both parties depend upon the action of these parties. GRIT: Graduated Reciprocation and Tension Reduction. I                           Top Interconnectedness: Interdependence of people’s goals is the basis for much social interaction. L                           Top Logrolling: Successful logrolling requires that the parties establish or find more than one issue in conflict; the parties then agree to “trade off” these issues so that one party achieves his top priority on the first issue, while the other party achieves his top priority on the second issue. M                           Top Metaphor: a valuable persuasion tool through summarizing facts and establishing clear visual impressions O                           Top Opponents: Negotiators frequently try to develop personal relationships with the opponent. It is easier to work with and persuade a friendly opponent than a UN friendly one. P                           Top Paraphrasing: We repeat in our own words what someone else has said Primitive interdependence: parties’ goals are linked so that one person’s goal achievement helps or facilitate others to achieve their goals. T                           Top Tactics: are short range plans to achieve long range objectives.