In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable–the point below which the party would break off negotiations rather than accept a less favorable settlement
A) resistance
B) tolerance
C) target
D) focal
E) clarification
A
Explanation: A) Each party in a negotiation has a target point that defines what he or she would like to achieve. Each also has a resistance point, which marks the lowest outcome that is acceptable, or the point below which the party would break off negotiations rather than accept a less favorable settlement.
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