In a purely win-lose situation,the bargaining zone states that the opposing parties:
A)usually apply a collaborative approach to resolving their differences.
B)begin negotiations by describing their resistance point for each item on the agenda.
C)rarely know each other's initial point.
D)tend to move from their target point to their initial point very quickly.
E)try to discover the other side's resistance point so they can determine how much they can gain without breaking off negotiations.

Question

Quizplus · Accepted Answer

In a win-lose situation, the bargaining zone is limited as the parties have opposing goals and interests. Therefore, each party tries to gain as much as possible while conceding as little as possible. In this context, discovering the other side's resistance point is crucial to determine the maximum gain without breaking off negotiations. Thus, the best choice is E.

In a Purely Win-Lose Situation,the Bargaining Zone States That the Opposing