B) Best Alternative to a Negotiated Agreement (BATNA) is the correct definition. It represents the best course of action a party can take if negotiations fail and an agreement cannot be reached. C) A BATNA is indeed a fallback position for a party when negotiations do not result in an agreement, providing an alternative plan that can be executed.

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A BATNA Is

Question 15

Multiple Choice

A BATNA is

A) Best Alternative to a Negative Agreement.
B) Best Alternative to a Negotiated Agreement.
C) a fallback position when negotiations fail to produce an agreement.
D) a form of hard bargaining.

Correct Answer: