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

BATNA

Best Alternative To a Negotiated Agreement, the course of action that will be taken by a party engaged in negotiations if the current talks fail and an agreement cannot be reached.

Negotiated Settlement

An agreement reached between disputing parties without the need for a court or legal ruling, often through direct discussions or mediation.