Sophie is studying international business practices so she can make a recommendation to her manager. In her report, Sophie should include the concept that countries tend to have their own unique culture of business.

To prevent lying and create maximum value in negotiations, strategies such as encouraging reciprocity, asking the right questions, watching for dodging, not dwelling on confidentiality, and cultivating leaks can be effective.

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?