During negotiation, it is critical for both parties to establish BATNA which refers to the negotiator's
A) primary disagreement.
B) absolute bottom line.
C) secondary disagreement.
D) plan of attack.

Question

Quizplus · Accepted Answer

BATNA stands for Best Alternative To a Negotiated Agreement, which refers to the negotiator's absolute bottom line or the best option they have if the negotiation fails. It is essential to establish a BATNA before entering into negotiation because it helps to determine the negotiator's boundaries and options. Knowing their BATNA enables the negotiator to assess whether or not the proposed agreement is better than their alternative, thereby making informed decisions during the negotiation process.

During Negotiation, It Is Critical for Both Parties to Establish