The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

Question

Quizplus · Accepted Answer

This statement is true. A party is more likely to establish a resistance point if they believe that the costs of delay or aborting negotiations will be high. By highlighting the potential negative consequences of not reaching a deal, a negotiator can increase the other party's willingness to compromise and reach an agreement.

The More You Can Do to Convince the Other Party