The parties are most likely to be motivated to bargain when:
A)A negotiated settlement will be better than the parties' BATNAs.
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 is far better than a negotiated settlement.

Question

Quizplus · Accepted Answer

Parties are most likely to be motivated to bargain when a negotiated settlement will be better than their Best Alternative to a Negotiated Agreement (BATNA). This means that they believe that they can get a better deal through negotiation than they could if they did not negotiate and simply pursued their other options. If a negotiated settlement is not better than the BATNA, there is little incentive to bargain. Therefore, option A is the best choice.

The Parties Are Most Likely to Be Motivated to Bargain