The bargaining zone model identifies:
A) the best location to hold negotiations.
B) the conditions under which the other party will hold out for a better offer.
C) the relative locations of various bargaining positions between the parties.
D) all of these.
E) none of these.

Question

Quizplus · Accepted Answer

The bargaining zone model identifies the relative locations of various bargaining positions between the parties. This helps both parties to identify their respective bargaining strengths and weaknesses, and thus helps them to negotiate a mutually beneficial agreement. The bargaining zone model may also help parties to identify potential compromises that could increase the likelihood of a successful negotiation outcome. However, the bargaining zone model does not provide guidance on the best location to hold negotiations or the conditions under which the other party will hold out for a better offer.

The Bargaining Zone Model Identifies