Asked by Gisela Carnero on Sep 28, 2024
Verified
The parties are most likely to be motivated to bargain when:
A) A negotiated settlement will be better than the parties' BATNAs or MLATNAs.
B) The union's resistance point is substantially higher than management's resistance point.
C) Management's resistance point is the same as the union's resistance.
D) The BATNA or MLATNA is far better than a negotiated settlement.
BATNA
Stands for Best Alternative To a Negotiated Agreement, which is the most advantageous alternative course of action a party can take if negotiations fail.
Negotiated Settlement
An agreement reached through direct discussions between parties in a dispute, typically involving compromises from both sides.
- Master the strategy behind calculating resistance points, target settlements, and understanding their impact on the results of negotiations.
Verified Answer
RS
Rohan Sharmaabout 9 hours ago
Final Answer :
A
Explanation :
Parties are most motivated to bargain when they believe that a negotiated settlement will result in better outcomes than their Best Alternative to a Negotiated Agreement (BATNA) or Most Likely Alternative to a Negotiated Agreement (MLATNA). This creates an incentive for both parties to engage in negotiations and reach a mutually beneficial agreement.
Learning Objectives
- Master the strategy behind calculating resistance points, target settlements, and understanding their impact on the results of negotiations.
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