In what stage do you determine your own guidelines.

It is very important to determine a BATNA prior to negotiating. BATNA stands for..

This type of negotiation is used for parties that are unable to meet face to face.

In this stage you clarify what you want to establish while negotiating.

Telling someone something about your self is...

This third party is legally binding and they are able to decide the outcome for the opposing parties.

Two reasons why a party may act unethically during negotiation are:

____is a point of view we bring to a meeting when we negotiate.

Based on an attempt to divide up a fixed "pie" or amount of resources.

This third party assists the opposing parties but do NOT decide the decision.

Negotiation is based on ___ and ___.

By identifying ____ you strengthen your bargaining position and chances for a positive outcome.

_____Only works when both parties are committed to preserving the relationship that exist between them.

In order to begin a negotiation, you must have a starting point in which to build the negotiation around. Often times making the ______ will begin the negotiation.

These two types of negotiations are linked together.

Using bribes or kickbacks to get what you want is an example of....