The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.
A) cost, value, worth
B) value, worth, cost
C) value, cost and timeliness
D) cost, importance, value
E) None of the above.

Question

Quizplus · Accepted Answer

The resistance point is the point beyond which the negotiator is not willing to go. It is established by the value and worth expected from a particular outcome, which is in turn the product of the value and cost of an outcome. Therefore, the best choice is B, where value and worth are both listed as factors in establishing the resistance point.

The Resistance Point Is Established by the ____________ Expected from a Particular