Kim is undergoing training to improve her negotiating skills and her BATNA.Kim is dynamic and hardworking; she is also prone to being unrealistically optimistic about most negotiations.What conclusion about BATNA can we draw from Kim's example?
A) Negotiators should constantly attempt to improve their BATNAs.
B) Your BATNA should not change as a result of the other party's persuasion techniques.
C) A BATNA is not something that a negotiator wishes for; rather, it is determined by objective reality.
D) Many negotiators are reluctant to recognize their BATNAs and confuse them with their aspiration point.

Question

Quizplus · Accepted Answer

A BATNA (Best Alternative to a Negotiated Agreement) is based on objective reality, not on what a negotiator wishes for or hopes to achieve. Kim's unrealistic optimism highlights the importance of distinguishing between aspirations and the actual BATNA.

Kim Is Undergoing Training to Improve Her Negotiating Skills and Her