In a Positive Bargaining Zone,negotiators' Reservation Points Overlap

question 22

Multiple Choice

In a positive bargaining zone,negotiators' reservation points overlap.If the parties fail to reach an agreement when a positive bargaining zone exists,the outcome is ______ because ______.

• A)uneven ; of the chilling effect
• B)even ; both sides can walk away
• C)a suboptimal impasse ; the negotiators left money on the table
• D)unilateral ; negotiators will have to exercise their BATNA's

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Definitions:

Chameleon Effect

The unconscious mimicry of the postures, mannerisms, facial expressions, and other behaviors of one's interaction partners, enhancing social connection.

Social Loafing

A phenomenon in group settings where individuals reduce their effort because they believe others will pick up the slack.

Group Polarization

The tendency for a group to make decisions that are more extreme than the initial inclination of its members, especially after group discussions.

Racially Prejudiced

Holding prejudgments or hostile attitudes towards individuals of a different race based on stereotypes and biases.