1(a) a negotiator's objective and knowable goals are referred to as

Intangibles

Points of contention

Knowables

Tangibles

1(b) Whether you are a buyer or a seller you should always establish your:

Resistance point

All are true

Opening offer

Target point

1(c) One way for organizations to improve the negotiation skills of employees is to think of negotiation as a(n)

Process in the context of process thinking

Art in which some employees will naturally excel, while others naturally do poorly

Science, which implies that predictable and repeatable results are always achievable

Mechanical set of achievable and consistent tasks that will always lead to the same outcome

1(d) Good negotiators will not only improve their BATNA before the negotiation starts, but also:

After they've shook on a deal but before they sign for it

During the negotiation

After the other side discloses decides to give in

After the negotiation