In positional bargaining, each party sees the outcome in terms of________ and ________.

“To resolve this dispute, you have to admit you breached the contract so we can figure out damages” is an example of what type of bargaining?

The first step to effective negotiating a case involves_______?

During positional bargaining, the negotiators view each other as adversaries. 

The most informal form of ADR is:

_______ allows parties to discuss the preliminary issues and answer any questions the mediator has.

_____________ allows each of the parties and their attorneys to explain the background, issues and progress of the case.

Once the parties have come to an agreement in mediation, the parties have the option to  draft the agreement jointly. 

Tone is crucial in negotiation.

The basic steps to an ECA contain all but the following: