The zone of negotiation:
A)is the mindset that one must be in prior to initiating face-to-face negotiations.
B)may be positive or negative depending on the gap between buyer's and seller's objectives.
C)is the range of options the buyer will consider during the negotiation.
D)indicates the feasibility of negotiation and the likelihood of an agreement.
E)is perceived in exactly the same way by buyer and seller in a negotiation.

Question

Quizplus · Accepted Answer

The zone of negotiation indicates the feasibility of negotiation and the likelihood of an agreement, as it represents the overlap between what the buyer is willing to pay and what the seller is willing to accept.

The Zone of Negotiation