In negotiating a contract, the terms and conditions that are considered minimally acceptable to either side are determined by the:
A) Contract zone.
B) BATNA or MLATNA.
C) Strike zone.
D) Target settlement.

Question

Quizplus · Accepted Answer

BATNA (Best Alternative To a Negotiated Agreement) or MLATNA (Most Likely Alternative To a Negotiated Agreement) help determine the lowest level of terms and conditions that each party can accept in a negotiation. This is important in establishing the "bottom line" or the minimum outcome that each party is willing to accept before walking away from the negotiation. The other options mentioned - Contract zone, Strike zone, and Target settlement - do not directly relate to determining minimally acceptable terms and conditions in a negotiation.

In Negotiating a Contract, the Terms and Conditions That Are