SAang

What does BATNA stand for?

Successful negotiation involves the management of________ (eg, the price or the terms agreement)

The term______ refers to win- win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict.

The need to maintain a good relationship with the other party after the negotiation is over, primarily by maintaining trust and reducing uncertainty is an example of a(n)_____________________ factor in the negotiation process.

What are the five major strategies for conflict management ( as identified in the Dual Concerns Model ) ? Contending , Yielding , and ____

When resources are fixed and limited , and both parties want to maximize their share , the parties are in a________________________

Negotiators using the_________________ hardball tactic pretend that an issue of little or no importar to them is quite important , and then later trade the same issue for a major concession .

The________ point is the point beyond which a person will not go and would rather break off negotiations

The spread between the resistance points is called the ______ range .

Negotiators using the hardball___ ________ tactic ask for a proportionally small concession on an item that has not been discussed previously in order to close the deal .