A strong interest in achieving only the relationship outcomes suggests what kind of strategy?

_____ is a process involving the determination of what is important to a person and offering it in exchange for desired behaviour.

All of the following are behaviours exhibited by expert negotiators during the pre-negotiation planning stage, except?

When people do not trust each other, they are more likely to engage in which of the following behaviours?

Which of the following hardball tactics is based on the theory that the use of extreme offers will cause the other party to re-evaluate his or her own opening offer and move closer to or beyond their resistance point?

A tactic that is ignored is often considered:

Michael Watkins refers to striking a deal with an opponent much bigger than you as “dancing with _____.”

According to the attitude scale developed by Christie and Geis, which of the following tend to be cynical about others’ motives, more likely to behave selfishly toward others, and less willing to change their convictions under social pressure?

Which of the following lists three of the major types of coalitions?

Some nonverbal acts let the other know that you are listening and prepare the other party to receive your message, these are called: