What does the term "resistance point" refer to in negotiations?

The term "resistance point" refers to the lowest acceptable outcome a party is willing to accept during negotiations. This concept is crucial in negotiation strategies as it determines the point at which a negotiator will reject an offer because it does not meet their essential requirements. The resistance point sets a boundary for the negotiation; it helps parties understand how far they can stretch their terms before they decide to walk away from the table.

Establishing a resistance point allows negotiators to define their goals and limits clearly, ensuring they do not agree to terms that would be unfavorable or detrimental. Knowing this point helps in maintaining focus during discussions and in crafting offers and counteroffers that align with their minimum expectations.

The other options suggest concepts related to negotiation but do not accurately capture the essence of the resistance point. For instance, discussing strategies for increasing costs or logs of expected results does not relate directly to an individual’s threshold for agreement. Moreover, the notion of halting discussions does not appropriately connect to the proactive establishment of a minimum acceptable outcome.