Why is it important to recognize and address your own serotyping and prejudices in communication, and what is the “halo effect”? 

Why is it important to explore the other party’s outlook?

To improve negotiation effectiveness in her company, Rachel can focus on developing key skills in her team, including attention to detail, self-confidence, note-taking, quick reactions, creative solutions, emotional awareness, thorough preparation, and an open-minded, curious attitude.

What characterizes the endgame phase in a negotiation, and what emotions are commonly in play during this phase?

In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups, which compete and and bargain for a share of the continually evolving balance of power?

Skilled negotiators may:

What strategy involves altering the situation so that the consequences of not complying with a threat are substantial and acknowledged as such by an opposing party? 

A strong interest in achieving only substantive outcomes tends to support a/an ________ strategy:

To improve negotiation outcomes in her company, Sarah can teach her team about the two types of positional negotiation: hard (assertive) and soft (accommodating).

Negotiators who do not care about their power or who have matched power – equally high or low – will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome