In this post I am going to discuss why you should forget a bottom line in your next negotiation and embrace the concept of a resistance point. In my post about ZOPA or the Zone of Potential Agreement, I explain the concept of a range where the parties are willing to settle. The boundary of this range is bracketed by each parties Resistance Point.



What is a Resistance Point?

A Resistance Point denotes a point after which you are going to resist the deal. As Hanycz, Farrow and Zemans (2008) noted that a resistance point is not a point where a deal would make the negotiator (or client) happy; it is the boundary point where the deal would make the negotiator take and live with the deal.

Why a Resistance point?

Setting a resistance point is more than just picking a number. It should be set by considering how the position reflects your underlying interests. A resistance point is also flexible. There is information that can be revealed or value that can be added that may overcome your resistance point in negotiations. In fact during the negotiations your resistance point should be reviewed as information gets added from your other. Just as your BATNA (Best Alternative to a Negotiated Agreement) is constantly developing your resistance point should reflect your BATNA.

Put another way: You should not agree to less value in a negotiation than you can achieve without an agreement.

Why Avoid Bottom Lines?

Bottom lines in negotiation often denote a hard nosed approach to distributive bargaining. Most people in western culture are conditioned from a very young age to stick to their bottom line and structure their negotiations around that minimum. The trouble with this construction is that the position of the bottom line becomes wrapped up in ego and pride. This conflating of our pride with our position can foreclose opportunities to identify ways to create value.

How to change the range:

It seems obvious that one of your jobs as a negotiator should include attempts to add value or information that moves the resistance point of your other; if you’re doing it right it will usually move to increase the ZOPA.

Ways to move your other’s Resistance Point: