A cooperative negotiator exhibits which of the following traits?

True or false? In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other party—and your relationship with him—survives intact.

Which parties to a negotiation enjoy the most bargaining power?

What is a pressure point?

"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?

One reason another party may make a lowball offer is to force the other party into ______.

If a “good cop/bad cop” tactic arises, one recommended response is to ______.

Which is suggested to remain effective in a tough negotiation?

According to the text, hardball tactics are very ______.

Arbitration is common in labor-management negotiation.