Horizon thinking involves ________.
A) determining the optimal value of the negotiator's surplus
B) making projections about future outcomes
C) determining your counterparty's BATNA
D) making projections about the counterparty's reservation point

Question

Quizplus · Accepted Answer

Horizon thinking involves looking ahead and making projections about future outcomes, considering both short-term and long-term consequences of different negotiation strategies. The other options (A, C, and D) are related to specific negotiation tactics and goals, rather than the broader approach of horizon thinking.

Horizon Thinking Involves ________