A BATNA
A)is a term representing one party's target point.
B)is the difference between one party's resistance point and the opponent's target point.
C)represents the estimated cost of walking away from the negotiations.
D)is a form of "exploding offer."
E)None of these statements are correct.

Question

Quizplus · Accepted Answer

BATNA stands for "Best Alternative to a Negotiated Agreement," which is the estimated cost a party may incur if they decide to walk away from the negotiations and pursue their next best option or alternative. Option A refers to a party's target point, which is their ideal outcome. Option B refers to the bargaining zone or overlapping space between the two parties' reservation points. Option D refers to a tactic of presenting an offer that has a short expiration time, putting pressure on the other party to make a quick decision.