In preparing for negotiation,a negotiator needs to determine what would constitute an ideal outcome,or favorable set of terms,also known as a _______.
A)winner's result
B)target point
C)BATNA
D)reservation point

Question

Quizplus · Accepted Answer

A favorable set of terms or ideal outcome is commonly referred to as a target point in negotiation. Option A, winner's result, is not a commonly used term in negotiation. Option C, BATNA, refers to the Best Alternative To a Negotiated Agreement and is a negotiator's best option if the negotiation fails, not the ideal outcome. Option D, reservation point, refers to the bottom line or the minimum acceptable outcome for a negotiator, not the ideal outcome.

In Preparing for Negotiation,a Negotiator Needs to Determine What Would