2. The other's resistance point will vary inversely with his or her cost of delay or aborting. The more a person needs a settlement, the more modest he or she will be in setting a resistance point. therefore, the more you can do to convince the other party that delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point. in contrast, the more attractive the other party's alternatives, the more that person can hang tough with a high resistance point if negotiations are unsuccessful, the other party can move to an attractive. In the earlier example, we mentioned that both Larry and Monica have satisfactory alternatives.