When planning a negotiation strategy,if the estimated range of acceptable results for both buyer and seller indicates there is no zone of overlap,the negotiator must determine if the gap can be closed.

Question

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If the estimated range of acceptable results for both parties do not overlap, it means there is a gap between their positions. In such a case, the negotiator needs to determine if the gap can be closed or if there is no potential for agreement.

When Planning a Negotiation Strategy,if the Estimated Range of Acceptable