Why do negotiators need to utilize good listening skills?

An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant

What is a "bargaining factor" in a negotiation?

Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.

Which of the following are two opposing positions often seen in negotiations?

Negotiators are unable to utilize unclear information because of what reason?

Performance orientation and power distance are considered ______.

The text defends that negotiator power can originate from any resource that the other party wants or needs.

Interdependence cannot take many forms.

When a team member puts in more than his or her fair share of effort is called Free-riding.

The one who controls the resources should always be in the negotiation.