A negotiation between a seller and a buyer begins with each party stating their respective expectations. The seller starts with as high an asking price as is considered reasonable. Likewise, the buyer begins with the lowest reasonable price. This is an example of:
A) positional bargaining.
B) principled negotiation.
C) interest-based negotiation.
D) fact bargaining.
E) surface bargaining.

Question

Quizplus · Accepted Answer

In positional bargaining, the parties begin in a competitive style by stating their respective expectations.

A Negotiation Between a Seller and a Buyer Begins with Each