A critical issue to address at the first stage of negotiation is:
A) BATNA
B) interests of the other party
C) scope of the issue
D) clarity of agreements

Question

Quizplus · Accepted Answer

BATNA (Best Alternative To a Negotiated Agreement) is an important consideration at the first stage of negotiation as it provides a realistic assessment of options available if negotiations fail. Knowing one's BATNA helps in setting negotiation goals, evaluating alternative options, and determining a target reservation price (the lowest acceptable offer or the highest target price). By considering their BATNA at an early stage, negotiators can avoid making overly generous concessions and can also walk away from negotiations if the other party's offers are not acceptable.

A Critical Issue to Address at the First Stage of Negotiation