Unless you accept his 'final offer' your negotiation opponent threatens to scrap the whole deal:
A)His threat is more believable if both parties would be harmed by scrapping the deal
B)His threat is more believable if he has invested resources that lower his return to other options
C)His threat is more believable if he puts his threat 'in writing'
D)His threat is more believable if he has balked at this course of action in the past

Question

Quizplus · Accepted Answer

If the negotiation opponent has invested resources in the deal, he will have lower returns if he scraps the deal. This makes his threat more believable as it indicates that he has something to lose if the deal falls through.

Unless You Accept His 'Final Offer' Your Negotiation Opponent Threatens