When successive concessions get smaller,the most obvious message is that
A) the negotiator is reaching the fatigue point.
B) the resistance point is being approached.
C) the concession maker's position is weakening.
D) the negotiator has passed the resistance point.
E) None of the above.

Question

Quizplus · Accepted Answer

When successive concessions get smaller, it typically indicates that the resistance point, or the limit beyond which a negotiator is unwilling or unable to go, is being approached. This suggests that the negotiator is nearing their bottom line or least acceptable agreement.

When Successive Concessions Get Smaller,the Most Obvious Message Is That