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Negotiators using the ______ tactic ask for a proportionally small concession on an item that hasn’t been discussed previously to close the deal.

If the other party has a strong and viable alternative, he/she will:

Substantive interests:

Which of the following factors contribute to conflicts’ destructive image?

In nonspecific compensation:

Which of the following options is not a wise choice of action for a negotiator in a low-power position?

Within a negotiation team, the person who helps establish norms, supports decisions, and maintains a positive work atmosphere within the team is called the:

A pro-social orientation is a tendency to prefer:

As a party managing a negotiation mismatch, you can respond to tough distributive tactics in the following ways: call them on it, ________ them, respond in kind, or offer to change to more productive methods.

A tactic that is ignored is often considered: