Asked by Erika Slaughter on Sep 28, 2024
In a recent contract negotiation over the issue of wage increases, the union's resistance point was 2.5% and their target point was 3%. Management's resistance point was 3% and their target point was 2.75%. The size of the settlement range is:
A) 25%
B) 75%
C) 50%
D) Cannot be calculated from this example
Settlement Range
The range within which an agreement is acceptable to both parties involved in a negotiation, often determined by their respective needs and interests.
Resistance Point
The least favorable outcome that a party in a negotiation is willing to accept before walking away from a deal.
Target Point
The ultimate goal or aspiration that a negotiating party aims to achieve in a negotiation process.
- Comprehend the strategic determination of resistance levels, target settlements, and their consequences for negotiation results.
Learning Objectives
- Comprehend the strategic determination of resistance levels, target settlements, and their consequences for negotiation results.