Future Business Leaders of America (FBLA) Business Management Practice Test

In which scenario is defeat in negotiation most likely to occur for a resisting party?

1. When the initiating party has equal power

2. When the resisting party is disadvantaged by change

3. When the change lacks transparency

4. When both parties seek a compromise

The correct answer is: When the resisting party is disadvantaged by change

The most likely scenario for defeat in negotiation for a resisting party occurs when they are disadvantaged by change. This suggests that the resisting party faces significant obstacles or negative consequences due to new developments or circumstances that are outside their control. When these changes put the resisting party at a disadvantage, they may have less leverage in negotiations, making it more challenging for them to maintain their position or achieve favorable terms. In negotiations, power dynamics play a crucial role. If the initiating party possesses equal power, the resisting party is not inherently at a disadvantage. Lacking transparency in change can create mistrust and hinder negotiations, but it does not guarantee defeat for the resisting party. Lastly, when both parties seek a compromise, it indicates a willingness to find common ground, which generally fosters a more balanced and potentially favorable outcome for both sides, rather than resulting in a clear defeat for one party. Therefore, being disadvantaged by change puts the resisting party in the weakest position, making defeat more likely.