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Author Question: What defines the bargaining zone in a negotiation? How does a positive or negative bargaining zone ... (Read 173 times)

cookcarl

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on: Jul 7, 2018
What defines the bargaining zone in a negotiation? How does a positive or negative bargaining zone affect
  the outcome of a negotiation?
 
  What will be an ideal response?

Question 2

External equity refers to how fair the job's pay rate is when compared to other jobs within the same company.
 
  Indicate whether this statement is true or false.


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livaneabi

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

The bargaining zone is the range between negotiators' reservation points. A positive bargaining zone means that
mutual agreement is better than resorting to BATNAs. A negative bargaining zone indicates there is no positive
overlap between the parties' reservation points, and negotiators should not waste time negotiating but should
exercise their BATNAs instead.

Answer to Question 2

Answer: FALSE


cookcarl

  • Member
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Reply 2 on: Jul 7, 2018
Thanks for the timely response, appreciate it

tanna.moeller

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Reply 3 on: Yesterday
Gracias!

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