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?

Using accommodation to negotiate as a result of a desire to maintain friendly relationships is called a:

What is the best way to understand the other party's interests in a negotiation?

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.

One downside in arbitration is that the parties ______.

According to the text, when using a third party, one must determine how much ______ they are willing to give up.