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Author Question: Should a negotiator reveal his or her reservation point? Why or why not? What will be an ideal ... (Read 119 times)

scienceeasy

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on: Jul 7, 2018
Should a negotiator reveal his or her reservation point? Why or why not?
 
  What will be an ideal response?

Question 2

When there are many issues and people involved in a negotiation it is beneficial to look for and secure early agreement on ______ issues.
 
  A. financial
  B. large
  C. medium
  D. small


nguyenhoanhat

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Reply #1 on: Jul 7, 2018
Answer to Question 1

Revealing one's reservation point is generally not a good strategy unless it is especially good and the bargaining
zone is small. This knowledge allows a negotiator to make offers that barely exceed the counterparty's reservation
point and claim the entire bargaining surplus for himself or herself. Some negotiators reveal their reservation point
to demonstrate that they trust the other party; however, more effective ways exist to build trust. Additionally,
trusting the counterparty with your reservation point does not help to maximize your surplus.

Answer to Question 2

D. small


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