Bargaining Zone Framework. Initial offer Target point Resistance point Contract zone (or settlement range) Essence of negotiations involves trying to deduce opponent’s resistance point wo/divulging own trying to induce opponent to change resistance point if negative K zone
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Go to the NLRB website (www.nlrb.gov), find the section that contains NLRB decisions, and go to the search page. Search for “surface bargaining.” What types of negotiator behaviors were ruled to be surface bargaining? What behaviors were acceptable as fulfilling the good faith bargaining standard?