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:

Utility Factor

A measure of the usefulness or practical benefit that an individual or society gains from a product, service, or activity.

Development Costs

Expenses incurred in the creation, design, and implementation of new products, projects, or services, including research and development.

Net Benefits

The total positive effects or gains of a decision or action minus the total costs or negatives associated with it.

Effect Size

A quantitative measure describing the strength of a relationship between two variables.