Author Question: What is meant by the hidden table in a negotiation? A) The undisclosed offers that could have ... (Read 27 times)

naturalchemist · **on:** Jul 7, 2018

What is meant by the hidden table in a negotiation?

A) The undisclosed offers that could have been made
B) Important parties who are the real decision makers are not present at the negotiation table
C) An undisclosed group of resources
D) The ultimate goal of a good negotiator

Question 2

What are some of the problems that arise in the determination of one's target or aspiration point in a
negotiation?

What will be an ideal response?

Question 3

What is the difference between a target point and reservation point, and why is it important not to confuse
the two?

What will be an ideal response?

duy1981999 · **Reply #1 on:** Jul 7, 2018

Answer to Question 1

B

Answer to Question 2

Many thanks to you.

Answer to Question 3

A target point relates to an ideal situation, but a reservation point relates to what represents as one's BATNA. Using
one's target point as a reservation point can result in the following fatal flaws: agreeing to a settlement that is worse
than what the negotiator could do or walking away from a potentially profitable deal.