Negotiators who desire to increase their share of the bargaining zone are best advised to:
A)set fair aspirations
B)reveal their reservation price
C)improve their BATNA
D)avoid making the first offer

Question

Quizplus · Accepted Answer

Improving one's BATNA (Best Alternative To a Negotiated Agreement) increases their bargaining power and gives them a stronger position in negotiations. This allows the negotiator to have a greater share in the bargaining zone, therefore achieving their desired outcome. A strong BATNA can also be used as leverage to walk away from a negotiation that does not meet their needs.

Negotiators Who Desire to Increase Their Share of the Bargaining