Indicate for each sentence whether it is true or false. Mark true with a T and false with a F. For each sentence, write a few words of justification.

Consider the following bargaining situation. Ann (the candidate for a job position) is willing to accept an annual salary of not less than 80,000 for a job she applied for and for which she is being interviewed by Bob (the potential employer), who is willing to offer up to 90,000 to Ann. Ann has already received another offer of 70,000 by another potential employer, whereas Bob has found a candidate with a similar profile (although slightly less experienced) to Anns, and this alternative candidate would be willing to accept an annual salary of 85,000.

a. Anns BATNA is 80,000, as she is not going to accept any offers lower than this. b. Bobs Reservation Point is some price between 85,000 and 90,000. c. The ZOPA is between 70,000 and 90,000. d. Bob should disclose his BATNA to Ann to increase his negotiation power. e. This negotiation includes only integrative aspects