Question

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

Answer 1

Answer:

B)

The resistance point is established by the VALUE expected from a particular outcome, which is in turn the product of the WORTH and COST of an outcome.

Explanation:

Regarding negotiation techniques, the resistance point is the minimum level or term that someone who is negotiating is willing to accept. It's like drawing a line, anything above the resistance point is acceptable, while anything below it must be rejected.

For example, when unions negotiate a raise, they start with a very high demand and usually unrealistic proposal, but the other side also starts with an extremely and also unrealistic proposal. They come together and both parties tend to agree on a midpoint that was initially similar to their resistance point.