The bargaining zone represents the heart of the negotiation process, as any proposal or counterproposal offered outside of this range is likely to be rejected by the other party because it is not what he or she is willing to settle for.

Question

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The bargaining zone is the range of possible acceptable agreement outcomes for both parties, and proposals or counterproposals outside of this range are less likely to be accepted by the other party.

The Bargaining Zone Represents the Heart of the Negotiation Process