Honesty and transparency

Good faith and fair dealing

Coercion and intimidation

Mutual benefit and compromise

To reach an agreement that is beneficial to both parties

To win at all costs

To compromise and find a middle ground

To assert one's position and dominance

Preparation and research

Active listening and empathy

Assertiveness and persuasion

Manipulation and deception

Distributive negotiation focuses on dividing a fixed pie, while integrative negotiation focuses on expanding the pie.

Distributive negotiation is competitive, while integrative negotiation is cooperative.

Distributive negotiation is short-term focused, while integrative negotiation is long-term focused.

All of the above.

The best alternative course of action if negotiations fail.

The minimum acceptable outcome for a party in a negotiation.

The most likely outcome of a negotiation.

The worst possible outcome of a negotiation.

Ethics are irrelevant in negotiation, as the goal is to win at all costs.

Ethics are important in negotiation, as they promote fairness and trust.

Ethics are only important in certain types of negotiations, such as those involving public policy.

Ethics are only important when negotiating with people from different cultures.

Positional negotiation focuses on the parties' stated positions, while interest-based negotiation focuses on the underlying interests of the parties.

Positional negotiation is adversarial, while interest-based negotiation is cooperative.

Positional negotiation is short-term focused, while interest-based negotiation is long-term focused.

All of the above.

Power is irrelevant in negotiation, as all parties are equal.

Power is important in negotiation, as it can be used to influence the outcome.

Power is only important in certain types of negotiations, such as those involving international relations.

Power is only important when negotiating with people from different cultures.

Communication is essential for negotiation, as it allows the parties to exchange information and understand each other's perspectives.

Communication is only important in certain types of negotiations, such as those involving complex issues.

Communication is only important when negotiating with people from different cultures.

Communication is irrelevant in negotiation, as the outcome is predetermined.

Culture is irrelevant in negotiation, as all parties are rational and logical.

Culture is important in negotiation, as it can influence the parties' communication styles, values, and expectations.

Culture is only important in certain types of negotiations, such as those involving international relations.

Culture is only important when negotiating with people from different cultures.