What is a variable in the negotiations that can determine whether the party gets what it is looking for in an outcome?
A) Bargaining team cohesiveness
B) Negotiator compatibility
C) Public opinion
D) Bargaining power

Question

Quizplus · Accepted Answer

Bargaining power refers to the relative strength or leverage each party has in the negotiation. The higher the bargaining power, the more likely a party will be able to secure a favorable outcome. Factors that can influence bargaining power include resources, expertise, alternatives, and perceived legitimacy. Therefore, bargaining power is the variable that can determine whether a party gets what it is looking for in the outcome.

What Is a Variable in the Negotiations That Can Determine