A negotiator's _____ can be defined as his or her opening offer, which represents the optimistic (or ideal) value of the issue being negotiated.
A)interest
B)need
C)BATNA
D)position
E)want

Question

Quizplus · Accepted Answer

A negotiator's position represents their initial offer or demand in a negotiation. It is the starting point from which bargaining and compromise can occur. While interests, needs, and wants are important considerations in a negotiation, they do not specifically relate to the negotiator's opening offer or position. BATNA (Best Alternative to a Negotiated Agreement) is the alternative option that a negotiator can pursue if the current negotiation fails, and is not directly related to the negotiator's opening offer.

A Negotiator's _____ Can Be Defined as His or Her