The resistance points in contract negotiations are determined by:
A) The parties' desired outcomes.
B) The parties' target point.
C) The parties' BATNAs or MLATNAs.
D) The contract zone.

Question

Quizplus · Accepted Answer

The resistance points in contract negotiations are determined by the parties' Best Alternative to a Negotiated Agreement (BATNA) or Most Likely Alternative to a Negotiated Agreement (MLATNA). These are the options and outcomes that each party has if they do not reach an agreement in the current negotiation. The resistance point is the point at which a party will not accept an agreement that is worse than their BATNA/MLATNA. Therefore, C is the best choice.

The Resistance Points in Contract Negotiations Are Determined By