If a negotiator desires to maximize his or her outcomes, which of the following best describes
the goal that a negotiator should have when approaching a negotiation?
A) To have the counterparty leave defeated
B) To reach a settlement that is most favorable to himself or herself and does not give up too
much of the bargaining zone
C) To gain all of the bargaining surplus
D) To reach a settlement that shares the pie equally with both parties
Question 2
What principle is best to keep in mind when making an opening offer in a negotiation?
A) Don't open too high, or you will insult the counterparty.
B) Make several offers that are satisfying to you.
C) Don't open too low, or you will offend the counterparty.
D) Offer a numerical range.
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