In a positive bargaining zone,negotiators' reservation points overlap.If the parties fail to reach an agreement when a positive bargaining zone exists,the outcome is ______ because ______.
A)uneven ; of the chilling effect
B)even ; both sides can walk away
C)a suboptimal impasse ; the negotiators left money on the table
D)unilateral ; negotiators will have to exercise their BATNA's

Question

Quizplus · Accepted Answer

A positive bargaining zone indicates that there is a range in which both parties can find an agreement beneficial to both sides. If they fail to reach an agreement, it's considered a suboptimal impasse because they missed out on a mutually beneficial deal, essentially leaving money on the table.

In a Positive Bargaining Zone,negotiators' Reservation Points Overlap