Question: What defines the bargaining zone in a negotiation? How does a positive or negative bargaining zone affect the outcome of a negotiation? What are some

What defines the bargaining zone in a negotiation? How does a positive or negative bargaining zone affect the outcome of a negotiation?

What are some factors that dictate which rules of fairness are employed in a specific negotiation situation?

What are some of the questions a negotiator should ask when attempting to assess the win-win (integrative) potential of a negotiation situation?

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