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.

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Definitions:

Positive Forces

Influential factors or elements that contribute to positive outcomes, growth, or constructive change.

Relationship

A connection, association, or involvement between people, which can range from friendships and family bonds to romantic partnerships.

Neuroticism

A trait of character marked by feelings of worry, fearfulness, mood swings, unease, envy, irritation, jealousy, and a sense of isolation.

Big Five Trait

A model in psychology that describes human personality through five broad dimensions: openness, conscientiousness, extraversion, agreeableness, and neuroticism.