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?

What do negotiators do when they experience hostility at the negotiation table?

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.

______ affect only the process of the dispute resolution.