What strategy do Bazerman and Neale recommend to improve BATNA?
A) One must have one's mind set on the target.
B) One must, if necessary, abandon the target completely.
C) One must be ready with alternative and viable options.
D) One must demand more than the determined option.

Question

Quizplus · Accepted Answer

Bazerman and Neale recommend having alternative and viable options to improve BATNA. This is because having multiple options provides leverage in negotiations and increases the likelihood of reaching a favorable agreement. Option A, having one's mind set on the target, may limit creativity and flexibility in negotiations. Option B, abandoning the target completely, may result in missed opportunities. Option D, demanding more than the determined option, may lead to unrealistic expectations and undermine the negotiation process.

What Strategy Do Bazerman and Neale Recommend to Improve BATNA