Identify a true statement about the negotiation process.
A) A party makes a final offer exactly at the resistance point of the other party.
B) A party makes a final offer exactly at the break-even point of the other party.
C) A party makes a final offer exactly at the target point of the other party.
D) A party makes a final offer exactly at the arbitration point of the other party.

Question

Quizplus · Accepted Answer

The resistance point is the point beyond which a party will not go; it is the least favorable point at which one will accept a deal. Making a final offer at the resistance point is a common negotiation strategy to ensure the deal is accepted.

Identify a True Statement About the Negotiation Process