In order to reach a successful negotiation outcome,the negotiators must understand that their BATNA is:
A)the outcome that the negotiator wishes to achieve
B)able to be modified by persuasive offers
C)not time sensitive
D)determined by objective reality

Question

Quizplus · Accepted Answer

BATNA stands for "Best Alternative to a Negotiated Agreement" i.e. the best course of action that a negotiator can take if negotiations fail. It is based on objective reality and represents the realistic alternative if negotiations do not reach a desired outcome. It cannot be modified by persuasive offers or time-sensitive. Option A is incorrect because BATNA is not the outcome that a negotiator wishes to achieve, but rather the alternative if negotiations fail. Option B is incorrect because BATNA cannot be modified. Option C is incorrect because BATNA is time-sensitive as it represents the alternative if negotiations fail at a particular time.

In Order to Reach a Successful Negotiation Outcome,the Negotiators Must