An experienced negotiator can wait to establish a BATNA after the negotiation has begun.

Question

Quizplus · Accepted Answer

A BATNA (Best Alternative to a Negotiated Agreement) should be established before the negotiation begins, as it provides a baseline for evaluating proposed agreements and helps the negotiator determine when to walk away from the negotiation. Waiting to establish a BATNA during the negotiation can lead to hasty decisions and poor outcomes.

An Experienced Negotiator Can Wait to Establish a BATNA After