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?

What would someone who leans back in their chair be indicating generally?

Why is it important to constantly view the negotiations from the other side's perspective?

Will stalemates eventually end up in one party giving in completely?

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

Inconsistencies can cause one to “save face.”

Identity threats are experiences when an individual perceives “harm to the value or meaning of an identity.”

In a negotiation, respect makes it more likely for one to engage in inappropriate behavior.

Seeking to align actions with thoughts is cognitive dissonance.