Answer: At first, the disputing parties resist your offer to help create a win-win situation for both groups. They are each highly focused on their demands in the negotiation, otherwise known as their target points.
Explanation: The target point is the point at which a negotiator would like to conclude negotiations. It is his optimistic goal for a specific topic. The bargaining mix is the package of issues up for negotiation. Each part in the bargaining mix, can have its own starting, target and resistance point.
They are each highly focused on their demands in the negotiation, otherwise known as their target points.
