In a purely win$-$lose situation, the bargaining zone states that the opposing parties:

Question $20$Answer

a$.$

usually apply a collaborative approach to resolving their differences.

b$.$

begin negotiations by describing their resistance point for each item on the agenda.

c$.$

try to discover the other side's resistance point so they can determine how much they can gain without breaking off negotiations.

d$.$

rarely know each other's initial point.

e$.$

tend to move from their target point to their initial point very quickly.