Having a targeted amount in mind ahead of negotiations should be based on:

What is a negotiation agenda?

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?

Playing chicken works because it plays on fear and power.

If the other party lies about their interest, the situation is called a ______.

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?