Which of the following characteristics does NOT correctly describe the conduct of a classic two-party negotiation?
A) A maximum reservation point is a given negotiator's maximum acceptable outcome.
B) Negotiations can proceed effectively when a negative bargaining zone exists.
C) The bargaining zone is the difference between one negotiator's minimum reservation point and the other party's maximum reservation point.
D) A key task for any negotiator is to discover the other party's reservation point.
E) A minimum reservation point is a given negotiator's minimum acceptable outcome.

Question

Quizplus · Accepted Answer

A negative bargaining zone occurs when there is no overlap between the parties' reservation points, meaning their minimum and maximum acceptable outcomes do not intersect. This situation typically makes it impossible for negotiations to proceed effectively, as there is no common ground on which both parties can agree.

Which of the Following Characteristics Does NOT Correctly Describe the Conduct