Parties are motivated to bargain when they believe that the BATNA will be better than any negotiated settlement might be.

Question

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Parties are motivated to bargain when they believe that the negotiated settlement will be better than their BATNA (Best Alternative to a Negotiated Agreement). If a party believes that their BATNA is stronger than the potential negotiation outcome, they may be less inclined to bargain and more likely to walk away from the negotiation.

Parties Are Motivated to Bargain When They Believe That the BATNA