A negotiation concept which ensures that favorable terms are not rejected and unfavorable terms are not accepted is known as:
A)WATNA.
B)BATNA.
C)bargaining zone.
D)reservation point.
E)walk-away point.

Question

Quizplus · Accepted Answer

BATNA stands for "Best Alternative to a Negotiated Agreement" and is a concept that helps negotiators determine the most favorable terms they should accept and when to walk away from unfavorable terms.

A Negotiation Concept Which Ensures That Favorable Terms Are Not