A/An _____ refers to that negotiated outcome that a negotiator would like to have as opposed to that outcome that must be achieved.

Question

Quizplus · Accepted Answer

A/An "want" refers to the desired outcome in a negotiation, which is more about what a negotiator hopes to achieve rather than what they must achieve or the minimum acceptable outcome (which is often related to the concept of BATNA - Best Alternative To a Negotiated Agreement).

A/An _____ Refers to That Negotiated Outcome That a Negotiator