Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

What ineffective, but typical approach do people use when negotiating?

In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

A zero-sum situation is also known by which other name?

Some people are invariably difficult and their behavior follows predictable and one of the other following patterns. Which one?

What should be done once all issues have been discussed?

Researchers identify systematic differences and tendencies help in negotiation.

A negotiation tactic may work well for one party but not be affective for another.

Two ways to consider trust in a negotiation setting are ______ and ______.

According to the text, ______ can affect how one views conflict.

Conflict ______ refers to responding to perceived or potential conflict by attempting to suppress the situation.