A strong interest in achieving only substantive outcomes tends to support what kind of strategy?

What are the two dilemmas of negotiation?

If the other party has a strong and viable alternative, he/she will:

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?

In which of the following strategies is the key attitude, “You win, I lose”?

The five-stage “breakthrough approach” was conceptualized by:

In nonspecific compensation:

Bedfellows are parties with whom a negotiator has:

Negotiators using the ______ tactic ask for a proportionally small concession on an item that hasn’t been discussed previously to close the deal.

Hard tactics, in the context of negotiation, are generally considered to be: