Robert is negotiating a contract.In which of the following situations is it appropriate for Robert to reveal his reservation point?
A) Robert knows that the other party has a great BATNA and an aggressive reservation price.
B) Robert has a poor BATNA and a weak reservation price.
C) Robert knows the other party's target point and finds it high.
D) Robert does not have time to negotiate and senses that the bargaining zone may be very small.

Question

Quizplus · Accepted Answer

If Robert does not have time to negotiate and senses that the bargaining zone may be very small, it may be appropriate for him to reveal his reservation point to the other party in order to expedite the negotiation process and reach a mutually beneficial agreement before time runs out. In all other scenarios listed, revealing his reservation point may weaken Robert's negotiating position and potentially result in a less favorable outcome.

Robert Is Negotiating a Contract