When Successive Concessions Get Smaller, the Most Obvious Message Is

question 48

Multiple Choice

When successive concessions get smaller, the most obvious message is that

• A) the negotiator is reaching the fatigue point.
• B) the resistance point is being reached.
• C) the concession maker's position is weakening.
• D) the negotiator has passed the resistance point.
• E) None of the above.

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