Which of the following activities is required for determining the point of resistance?
A. Reviewing previous negotiations
B. Being willing to accommodate
C. Being willing to compromise
D. Refusing to give in
Answer (2)
The activity required for determining the point of resistance in a negotiation is 'Refusing to give in.' This option highlights the importance of knowing one's limits during discussions. It helps negotiators understand their boundaries to strategize effectively.
;
To determine the point of resistance in a negotiation, you need to figure out the limit beyond which a negotiating party is unwilling to go. This concept is crucial in the context of business negotiations, where both parties have set limits on concessions they are willing to make.
Among the options provided:
(A) Reviewing previous negotiations: This activity is useful as it helps understand past negotiation outcomes and behaviors, establishing a basis for setting current goals and limits.
(B) Being willing to accommodate: While flexibility is important, accommodation is more about finding middle ground than determining limits.
(C) Being willing to compromise: Similar to accommodating, this involves finding a middle path rather than defining a specific boundary.
(D) Refusing to give in: This implies setting firm boundaries and may correspond with defining the point of resistance as it involves knowing when you cannot accept less favorable terms.
The correct option is (A) Reviewing previous negotiations. By analyzing past experiences, you can understand where the breaking point was and use this information to set current resistance levels. This helps ensure that negotiators are prepared and aware of risks and concessions that can and cannot be made. Understanding this is essential in maintaining negotiation integrity and ensuring that objectives are aligned with the organization's or individual's broader strategy.
