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.

Question

Quizplus · Accepted Answer

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.

The Parties Are Most Likely to Be Motivated to Bargain