The Zone of Negotiation

question 5

Multiple Choice

The zone of negotiation:

• A)is the mindset that one must be in prior to initiating face-to-face negotiations.
• B)may be positive or negative depending on the gap between buyer's and seller's objectives.
• C)is the range of options the buyer will consider during the negotiation.
• D)indicates the feasibility of negotiation and the likelihood of an agreement.
• E)is perceived in exactly the same way by buyer and seller in a negotiation.

---

Definitions:

Mnemonics

Memory aids, often using patterns of letters, ideas, or associations that facilitate the recall of information.

Reiteration

The act of repeating or restating something for emphasis or clarity, often used in communication or learning processes.

Naturalist Intelligence

The ability to recognize, categorize, and draw upon certain features of the environment.

Howard Gardner

An American developmental psychologist known for his theory of multiple intelligences, which suggests that intelligence is multifaceted and unique to each individual.