Author Question: In a positive bargaining zone, negotiators' reservation points overlap. If the parties fail to reach ... (Read 221 times)

viki · **on:** Jul 7, 2018

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) a suboptimal impasse; the negotiators left money on the table
C) even; both sides can walk away
D) unilateral; negotiators will have to exercise their BATNAs

Question 2

Because negotiations are costly to prolong, it is in both parties' interests to determine whether a
positive bargaining zone is possible.

If the negotiators discover that no positive bargaining zone
exists, what is the recommended action they should take?
A) Stop negotiations and pursue other alternatives
B) Increase the group size of both negotiating parties
C) Take a break
D) Continue negotiating

Question 3

What is meant by a premature concession in negotiation?

A) Concessions that leave the negotiator wondering what could I have gotten if I had done
things differently?
B) When a negotiator makes multiple concessions before the other party responds
C) When the counterparty gives up on offering concessions before agreement is reached
D) Concessions that are not offered in a timely fashion

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

Answer to Question 1

B

Answer to Question 2

Props to you, cheers.

Answer to Question 3

This is awesome you took your the time to answer these questions. You have been so helpful.