While Preparing for Negotiations,the Negotiator Fails to Evaluate His Reservation

question 50

Multiple Choice

While preparing for negotiations,the negotiator fails to evaluate his reservation points.What downside can the negotiation process have?

• A) the negotiators accepting an offer worse than their BATNA
• B) the negotiators rejecting an offer worse than their BATNA
• C) the negotiators demonstrating behavior of reactive devaluation
• D) the negotiators accepting an offer better than their BATNA

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