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 the

  1. What defines the bargaining zone in a negotiation? How does a positive or negative bargaining zone affect the outcome of a negotiation?
  2. What are the most important factors to consider when making concessions in negotiation so as to maximize your share of the bargaining zone?
  3. Why is it recommended to set specific, challenging goals for the outcome of the negotiation?
  4. What are some of the misperceptions about the meaning of a win-win negotiation? Why do these misperceptions contribute to leaving money on the table in negotiation situations?
  5. What are some of the most common errors made by negotiators who are attempting to expand the pie of resources? What are some of the psychological principles underpinning these errors?
  6. What are some of the most commonly used win-win negotiation strategies?

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