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

Spock and Kirk cannot land the Starship Enterprise on their own. They opt to bring in a third party who has the skill set and resources to do so. Spock and Kirk are using the alternative solution of:

Imagine you are a car dealer who controls the only dealership in the region that sells a highly sought-after sports car model. A customer who is very interested in this model comes into your dealership. How can you use coercive power to gain negotiating leverage in this situation?

In integrative negotiation, the goals of the parties are mutually exclusive.

What is a key strategy for a speaker to remember in negotiations to effectively persuade the other party? 

Chicken/rebel without cause matches best with which definition?

_____ theories view personality with a focus on the unconscious and the importance of childhood experiences.

Research shows that teachers who adopt a _____ mindset tend to view their schools as more likely to improve

In Maslow’s hierarchy of needs, which needs must be met before a person aspires to meet love and belongingness needs?