SHORT ANSWER. Write the word or phrase that best completes each statement or answers the question. (each question has 20 points) 1) What are the three reasons negotiations occur? 2) Is the give-and-take process used to reach an agreement the heart of the negotiation as most people assume? 3) What are the basic elements of a distributive bargaining situation? 4) List situations when distributive bargaining strategies and tactics are useful. 5) Even well-intentioned negotiators can make