Which parties to a negotiation enjoy the most bargaining power?

What is a pressure point?

"Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

A cheerful negotiator exhibits which of the following traits?

Heated negotiations rarely solve the problem because of which reason?

How is a management briefing used to the benefit of the negotiator?

Which is suggested to remain effective in a tough negotiation?

According to the text, hardball tactics are very ______.

Arbitration is common in labor-management negotiation.

All parties need to accept the mediation for it to be successful.

One of the benefits of arbitration is that it tends to be less costly than mediation.