The initial offer sets the tone for the negotiation and should be:

Contract negotiations may include what element of analysis?

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

In integrative negotiation, decisions must be finalized in each step of the negotiation process.

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?

Culture affects how we communicate and what is considered ______.

Agreeableness is generally a very positive trait for negotiators.

The text contends that women are criticized for not being assertive enough but when they are assertive, they are perceived negatively.

Research suggests that men and women have similar approaches in negotiating tactics.

Researchers identify systematic differences and tendencies help in negotiation.