2.2.4 Glossary

Active Listening: That is fully concentrating on what is being said rather than just passively hearing the speaker.

BATNA: (Best Alternative to a Negotiated Agreement); means what is the best step for a party to take, if the negotiators share different conditions, or fail to reach an agreement.

MESO: (Multiple Equivalent Offers Simultaneously; instead of proposing one offer, make multiple offers at one time.

Negotiation: a technique used in negotiations to make multiple offers that are mutually equal, by which the parties can better understand each other’s interests, expectations, etc.