The Bargaining Zone Model States That

question 92

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 in opposite directions 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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Definitions:

Own Ethics

Personal or individual moral principles that govern one's behavior and decision-making.

Kohlberg's Moral Development

A theory that proposes six stages of moral development through which individuals progress as they grow older and gain maturity.

Goal Statement

A clear and specific declaration of the objectives an individual or organization aims to achieve.

Time Bound

Restricted or limited by a predetermined timeframe for completion.