单选题 Although the situation at the negotiation table is always changeable, it is necessary to make out a detailed plan for the forthcoming negotiation.
“Top line” and “bottom line” should be decided. For many negotiations in which more complex issues exist than the single factor of price, it is more useful to identify a “best achievable” top line. The negotiators of course hope for the best, but the fact is that their “best” is hardly satisfied. The limitation of the top line is affected by many factors. The negotiators should be considerate of the other party. They should not be too aggressive even when they are in a favourable position. They can not be too optimistic. If one party demands too much, the negotiation often results in a failure.
The bottom line, on the other hand, is the last “line of defence”, which the negotiators will not give up. When setting the bottom line, over-optimism about probable outcome is often linked to a failure to give the bottom line adequate consideration. Identifying the bottom line is perhaps more important then setting the original target. Flexibility in setting the best achievable target is essential.

单选题 This passage is about how to prepare a negotiation.

单选题 Negotiation situation at the negotiation table often changes.

单选题 Negotiators have to prepare for the worst.

单选题 Negotiators shouldn't only think about themselves.

单选题 Negotiators will not stick to the bottom line.

单选题 Many factors often cannot influence the limitation of the top line.

单选题 Negotiations always tend to be successful.