What is the most important part of the negotiation process?

PREPARTION

What negotiation style often involves splitting the difference?

COMPROMISE

Which key variable in negotiation is often the result of past history of the parties in resolving conflicts?

LEVEL OF TRUST

Which consensus-testing method is used when words and body language suggest that the group has reached consensus?

MIRROR ON THE GROUP (POSITIVE SIGNS)

Which norm of fairness results in each party getting an allocation of resources that is proportional to their input?

EQUITY

What is the purpose of the devil's advocate during consensus-testing?

WARD OFF GROUP THINKING

What do the integrative bargaining and principled negotiation strategies have most in common?

SEEKING WAYS TO SATISFY MUTUAL INTEREST

Which of the following tactics for gathering information is used to get an initial reaction?

OPEN QUESTION

Which of the following is a step of the Integrative Bargaining Strategy?

SET PRIORITIES ON YOUR INTERESTS AND THOSE OF THE OTHER PARTY

Which of the following is a tactic used to overcome deadlocks?

CAUCUS

True or False: To avoid group think you should invite inside experts to observe and react to group processes.

FALSE