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In negotiations, what approach involves leveraging power through pressure tactics, while also recognizing the significant support for integrative and interest-based strategies that focus on the underlying needs, desires, and goals of the parties? 

Negotiators who do not care about their power or who have matched power – equally high or low – will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome

___________ is about how parties treat each other in one-to-one relationships.

Compromising matches best with which definition?

Parties feel better about a settlement when negotiations involve a progression of concessions.

What is a key strategy for a speaker to remember in negotiations to effectively persuade the other party? 

You are negotiating a contract and the other party’s offer is significantly higher than your reservation price. What is your best course of action?

___________ negotiation strategies tend to create a ‘win-win’ pattern, which often leads to working together and trusting each other to achieve similar contributions and efforts, meeting the values, needs, and positions of each party.

To foster an inclusive organizational climate and overcome conflicts arising from diversity, promoting the belief that diversity leads to team benefits is an effective approach.

Spock and Kirk cannot land the Starship Enterprise on their own. They opt to bring in a third party who has the skill set and resources to do so. Spock and Kirk are using the alternative solution of: