The Bargaining Zone Model States That

question 40

Multiple Choice

The bargaining zone model states that:

• A)the physical space around the negotiations affects the negotiation outcome.
• B)the negotiation process moves each party along a continuum with an area of potential overlap.
• C)the best negotiations occur in a neutral territory.
• D)negotiators must try to move the other party from a win-lose orientation towards a win-win orientation.
• E)win-lose negotiations typically begin by each party communicating its resistance point.

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