A/An _____ is also known as the negotiator's bottom line or reservation point, that is, that point in the negotiation where it is most advantageous for the negotiator to walk away from the negotiation at hand and implement his or her next-best option.
A)BATNA
B)position
C)interest
D)need
E)want

Question

Quizplus · Accepted Answer

BATNA (Best Alternative To a Negotiated Agreement) is the negotiator's next-best option if the current negotiation fails. It represents the point beyond which the negotiator will not accept any deal, and it is essential to know because it sets the negotiator's bottom line or reservation point.

A/An _____ Is Also Known as the Negotiator's Bottom Line