The bargaining zone model states that:
A)the physical space around the negotiations affects the negotiation outcome.
B)the negotiation process moves each party along a continuum with an area of potential overlap.
C)the best negotiations occur in a neutral territory.
D)negotiators must try to move the other party from a win-lose orientation towards a win-win orientation.
E)win-lose negotiations typically begin by each party communicating its resistance point.

Question

Quizplus · Accepted Answer

The bargaining zone model suggests that negotiators move along a continuum with an area of potential overlap until they reach a possible agreement. This area of potential overlap is referred to as the bargaining zone. Therefore, option B is the correct answer. The other options are not accurate descriptions of the bargaining zone model.

The Bargaining Zone Model States That