"Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

A cheerful negotiator exhibits which of the following traits?

Heated negotiations rarely solve the problem because of which reason?

How is a management briefing used to the benefit of the negotiator?

What is a counter-offer in a negotiation?

Which of the following is a first step in preparing to negotiate?

Arbitration is common in labor-management negotiation.

All parties need to accept the mediation for it to be successful.

One of the benefits of arbitration is that it tends to be less costly than mediation.

Mediation can range from very formal to very informal.

Arbitrators affect both the process and the outcome of a negotiation.