Asked by Vanessa Cadet on Sep 28, 2024
The resistance points in contract negotiations are determined by:
A) The parties' desired outcomes.
B) The parties' target point.
C) The parties' BATNAs or MLATNAs.
D) The contract zone.
Resistance Points
The maximum or minimum terms each party in a negotiation is willing to accept before ending discussions.
BATNA
Best Alternative To a Negotiated Agreement; the best course of action a party can take if negotiations fail.
- Understand the mechanisms of strategic calculation concerning resistance points and target settlements, and its importance for the determination of bargaining outcomes.
Learning Objectives
- Understand the mechanisms of strategic calculation concerning resistance points and target settlements, and its importance for the determination of bargaining outcomes.