are often very trusting and trustworthy-and they are willing to compromise on their interests. Agreeable people Extraverted people Neurotic people Openminded people Question 2 (2 points) The term refers to the act of adjusting the opening bid with a counteroffer that balances the extent of irrationality in the opening bid. Anchoring effect Zone of potential agreement Reservation point Re-anchoring Which term refers to the steps that are followed from conception to completion of a negotiated agreement? Hard-bargain Soft-bargain Zone of potential agreement Negotiation process In the negotiation approach, both sides seek to maximize their share of the resources obtained through the agreement-and, while such a negotiation may characterize their first interaction with one another, it is often approached as if it will be their last. Distributive Integrative Accommodating Compromising Question 10 (2 points) The salesperson should never sell below the as it represents the line below which walking away from a negotiated agreement is the best option for the sales organization. Zone of potential agreement Anchor point Norm of reciprocity BATNA