Parties feel better about a settlement when negotiations involve a progression of concessions.

This type of negotiation strategy focuses on “we-they” or “superiority-inferiority” patterns, which then results in distortions in judgments in reference to the other party’s contributions, and the perceptions of the other party’s values, needs and positions.

You are negotiating a contract and the other party’s offer is significantly higher than your reservation price. What is your best course of action?

Skilled negotiators may:

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

Negotiation sometimes do not turn out as we would like them. Which of the following is not a reason that negotiations fail?

Some negotiators have a tendency to be overconfident about their own abilities, which leads to what?

Which tactic is seen as inappropriate and unethical in negotiation?

Chicken/rebel without cause matches best with which definition?

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