Determining Your BATNA and ZOPA Will Help You in Negotiations

question 40

Multiple Choice

Determining your BATNA and ZOPA will help you in negotiations because:

• A)the process will be delayed and you may be able to wear the buyer down
• B)you will have a leg up on buyers,who are restricted from performing these assessments
• C)you will only make the sale if your BATNA determination matches your buyer's exactly
• D)they determine the best fair price for a product based on economies of scale in production
• E)they tell you what you will be willing to accept before you walk away from the negotiation

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Definitions:

Contribution-based Justice

The principle that rewards and recognition should be based on the level of contribution an individual or group makes.

Blind Justice

A principle that justice should be impartial and not influenced by bias, prejudice, or the identity of the parties involved.

Confirmation Bias

The inclination to seek out, comprehend, prefer, and remember data in a manner that validates one's already established convictions or theories.

Tunnel Vision

describes a narrow focus on a single aspect or task, often leading to overlooking other important details or alternatives.