In the case of a negotiation, the resistance point is ________.
A) the starting point of the negotiation accepted by both the parties
B) the maximum or minimum level beyond which the negotiator will not accept a proposal
C) the midpoint of the settlement range accepted by both the parties
D) the most desired outcome or objective a negotiator sets for an issue

Question

Quizplus · Accepted Answer

The resistance point is the maximum or minimum level beyond which the negotiator will not accept a proposal. It represents the point at which the negotiator's alternatives to reaching an agreement are deemed more attractive than the proposed agreement itself. Therefore, option B is the correct answer.

In the Case of a Negotiation, the Resistance Point Is