Manipulation involves using deceptive or unethical tactics to gain an advantage, which is not a legitimate element of effective negotiation.

The ultimate aim of negotiation is to find a solution that satisfies the interests of all parties involved.

The accommodating style prioritizes maintaining relationships and harmony, often involving concessions to satisfy the other party's needs.

Interest-Based Negotiation focuses on understanding the underlying interests and concerns of each party, rather than just their positions.

Collaboration is not a tactic used to gain an advantage in negotiation, but rather a strategy for finding mutually beneficial solutions.

ZOPA (Zone of Possible Agreement) represents the range of outcomes that are acceptable to both parties in a negotiation.

The collaborative style aims to find solutions that satisfy the interests of all parties involved, resulting in a win-win outcome.

The reservation point represents the lowest acceptable outcome for a party in a negotiation, beyond which they will not make further concessions.

Manipulation is not a legitimate skill for effective negotiation, as it involves using deceptive or unethical tactics to gain an advantage.

BATNA (Best Alternative to a Negotiated Agreement) represents the course of action a party will take if the negotiation fails to produce a satisfactory outcome.

The avoiding style seeks to evade or postpone negotiation, often resulting in quick but potentially unsatisfactory resolutions.

The target point represents the ideal outcome a party hopes to achieve in a negotiation.

The competitive style involves a win-lose approach, where one party seeks to maximize their own gains at the expense of the other party.

Bargaining involves the back-and-forth exchange of offers and counteroffers in an attempt to reach an agreement.

Mutual trust is not a barrier to effective negotiation, but rather a facilitator of successful agreements.