The zone of possible agreement (ZOPA) is the range between:
A) Your BATNA and your opening offer.
B) Your resistance points.
C) Your BATNA and the other party's opening offer.
D) Your resistance point and the other party's resistance point.
Correct Answer:
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Q2: Considering questions such as,"Will you be negotiating
Q3: The bargaining mix,target points,BATNA and resistance points
Q4: Which one of the responses to the
Q5: Negotiation preparation includes obtaining information about the
Q6: Preserving the relationship is a desirable goal
Q8: What percentage of the negotiation process should
Q9: Testing assumptions refers to:
A)Meeting with the other
Q10: Negotiators who are highly concerned with achieving
Q11: A 'wise agreement' is one that:
A)Satisfies the
Q12: Electronic negotiations make testing assumptions:
A)A moot point.
B)Easier.
C)More
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