Robert Is Negotiating a Contract

question 25

Multiple Choice

Robert is negotiating a contract.In which of the following situations is it appropriate for Robert to reveal his reservation point?

• A) Robert knows that the other party has a great BATNA and an aggressive reservation price.
• B) Robert has a poor BATNA and a weak reservation price.
• C) Robert knows the other party's target point and finds it high.
• D) Robert does not have time to negotiate and senses that the bargaining zone may be very small.

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Definitions:

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