BATNA refers to
A) The best way that a negotiator can persuade another person to make a low opening offer.
B) A counteroffer that is higher than the other person's bottom line.
C) Brainstorming for the best possible solution.
D) Obtaining a commitment to follow through on a negotiated agreement.
E) The best course of action that a negotiator could take if negotiations do not lead to agreement.

Question

Quizplus · Accepted Answer

BATNA stands for "Best Alternative to a Negotiated Agreement." It is a concept from negotiation theory that refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. Knowing one's BATNA is crucial for negotiators because it provides a standard against which to measure any proposed agreement. It also helps negotiators to make more informed decisions about whether to accept an offer or to walk away from the negotiation table. Essentially, it is the fallback plan or the best option available to a negotiator if the current negotiations do not result in a deal.

BATNA Refers to