What is the term used for points which you are willing to give up while negotiating?

What should you do if you recognize the other side has gotten emotional about their negotiations?

Which of the following remarks would help the other party overcome an objection or tense point?

How can the other side's weaknesses help negotiations to progress?

What should a negotiator who sees the other party say one thing but demonstrate another through their body language think of them?

Why is it an advantage to negotiate at your location instead of the other party's?

According to the text, goals are specific positions on specific issues that a negotiator seeks.

Negotiation takes an insignificant amount of effort.

According to the text, goals can be ______ if one becomes overly focused on the goal and lose sight of the negotiation.

Persistence is likely to work when it is ______.

Motivated negotiations are influential because motivation is perceived as a(n) ______.