Why is a sense of humor important in what should be a serious task?

How much of the other party's perception of you comes from nonverbal cues?

Why is it important to map out a strategy for getting what you want out of negotiations?

Why is it important for the visiting negotiator to use the host country's standard customs?

Why is listening important for negotiations?

How does having a set goal help in the negotiating process?

According to the text, ______ is the willingness to act on the words, actions, and decisions of another party.

Relationships are judged on standards considered ______ exchange.

Relationship power is also known as ______ power.

Our emotional appeal taps into the tangible values of the other party.

Inconsistencies can cause one to “save face.”