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My ego in the transaction or issue generates I goals. 

You should avoid negotiating with someone who holds coercive power over you. 

The way I plan or anticipate the negotiation to unfold comprises P goals. 

Extroversion and introversion preferences are frameworks for a person’s cognitive structures. 

Multiple head nods by the person to whom you are speaking likely indicates that he or she has stopped listening.

Divergent thinking entails multiple perspectives and might be viewed as multidirectional.

Consider the question “what do I know and how do I know it?” in light of how you take in information. 

Culture does not impact a person’s way of thinking. 

Describe situations in which conflict may be best managed through compromise or collaboration.

Negotiation is an art and a science.