Final answer:
The claim that parties should begin negotiations by revealing their resistance points per the bargaining zone model is false. The resistance point is crucial for negotiation power and is typically kept private to maintain strategic advantage in bargaining.
Step-by-step explanation:
According to the bargaining zone model, the statement that the parties should begin negotiations by describing their resistance point to each other is false. In a negotiation, the resistance point, also known as the walk away position, is the worst outcome that a party will accept before walking away from the negotiation table. Revealing this point at the beginning could be a tactical error; it may limit a party's negotiation power and ability to strategize effectively.
Typically, parties start with an opening offer and then proceed through a series of concessions and adjustments. The bargaining zone is shaped by the overlap between the seller's minimum or the buyer's maximum positions, where both parties are willing to make a deal. Negotiators aim to reach an outcome within this zone but prefer not to disclose their resistance points to avoid giving the other party an advantage.