The Bargaining Zone Model States That

Multiple Choice

The bargaining zone model states that:

A) the physical space around the negotiations affects the negotiation outcome.
B) the negotiation process moves each party along a continuum with an area of potential overlap.
C) the best negotiations occur in a neutral territory.
D) negotiators must try to move the other party from a win-lose orientation towards a win-win orientation.
E) win-lose negotiations typically begin by each party communicating its resistance point.