Scope for Agreement - Key Concepts in Negotiation

The video discusses a negotiation scenario where two parties attempt to sell a business. It introduces the concept of the 'scope for agreement' using visual aids like circles and lines to represent possible agreements and offers. The video emphasizes the importance of understanding both perceived and actual negotiation scopes to avoid wasted time and resources. It highlights the need for mechanisms to test the scope for agreement when negotiations seem limited.

Describe the process of testing for scope in a negotiation.

What are the potential consequences of entering a negotiation without understanding the scope for agreement?